Federal Account Executive, FSI
Washington, DC · Washington DC · USD 260,000-358,000 / year · 3-5 years experience · Posted Oct 19, 2026
At a glance
- Experience
- 3-5 years experience
- Location
- Washington, DC · Washington DC
- Salary
- USD 260,000-358,000 / year · Base salary
About the role
- We are seeking a passionate, results-oriented sales professional to drive revenue growth by calling on accounts within the Defense Industrial Base (DIB).
- Our Federal Account Executives are individual contributors who play a vital role in driving a significant share of revenue for Okta.
Responsibilities
- Drive the sales process for FSI customers and lead the sales process within an assigned territory for the Defense Industrial Base vertical
- Close new logos while simultaneously managing and expanding a book of install base customers
- Organize and conduct sales presentations, site visits, and product demonstrations to prospects
- Develop new and existing federal accounts within Defense Contractors and FSIs and across your territory, meeting or exceeding quarterly and yearly revenue targets
- Continually build and grow a robust sales pipeline via outbound account visits and proactive interactions to obtain new business
- Develop long-term strategic relationships with key accounts, actively identifying opportunities for customer development and revenue growth
- Work closely with internal and external partners to extend reach and drive adoption
- Successfully lead complex contract negotiations
Requirements
- Proven track record of delivering sales of complex services and solutions in a competitive environment with the ability to close sales through effective sales and negotiation methods
- Effective territory development mentality
- Strong verbal and written communications skills, with the ability to demonstrate a connection to Okta's vision and values
- Commitment to work collaboratively & cross functionally across the Okta and Defense Industrial Base ecosystems
- Extensive customer and Defense Industrial Base network
- Ability to access federal environments and/or have access to protected federal data, with documentation establishing U.S. Person status (e.g. a U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee) upon hire
Preferred qualifications
- BS/BA degree strongly preferred
- Experience selling technology, preferably in the FSI space
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- 401(k)
- Flexible spending account
- Paid leave (including PTO)
- Parental leave
- Equity (where applicable)
Workplace
- This role requires travel to our San Francisco, CA or Chicago, IL office for in-person onboarding during the first week of employment.
- Moderate travel as needed, specifically to the DC area
