The Federal Sales Team

We are seeking an exceptional, growth-minded sales leader to join our Public Sector sales team as Federal Systems Integrator Sales Director. This position reports to the Senior Vice President, Federal Sales. The FSI Sales Director will define market tactics to meet annual business goals. This person will establish and lead a cross-functional team of experienced FSI account executives in growing a productive and sustainable sales pipeline across the complex territory. This person will help transform and integrate all GTM functions, evolving an already world-class field operation, while achieving significant revenue growth annually. In addition to requisite passion, skills, and experience, the successful candidate will have a measurable track record in building and managing large, high performing sales organizations. This individual will play a key role in driving a significant share of revenue for Okta. 

The FSI Sales Director must have the ability to develop and implement an effective go-to-market plan aligned with Okta’s overall strategy, act as the Okta spokesperson and be the executive sponsor for key customer and partner relationships. The successful candidate is an inspiring leader of people who can recruit and retain exceptional sales talent, support the team in delivering on the agreed metrics, and while leading from the front, work alongside the team to exceed the targets for the region.

This is a unique career opportunity for an entrepreneurial and driven sales leader to spearhead the expansion of a global market leader leveraging the existing local customer references, partner base, and alliance relationships. 

The Federal Sales Director, FSI Opportunity

Reporting to the SVP of Public Sector, this role will manage a team of FSI Account Executives and partner closely with other functional teams

What you’ll be doing 

• Success hiring, leading, and developing high performing teams
• Deep understanding of SaaS / Cloud Go-To-Market and the required roles for effective customer engagement
• Attract, recruit, hire, and mentor the FSI sales team. 
• Manage a team of FSI Account Executives and partner closely with other functional teams (SEs, PS, Channel/Alliances team, Legal, Deal Desk etc.).
• Create an open, inclusive team oriented environment, building a results-driven culture of accountability and transparency.
• Success adapting and growing in fast-growing and changing environments
• Lead by example, set expectations, follow through effectively and provide coaching and mentorship as needed and ensure that managers do the same for their team.
• Be accountable for consistently delivering and overachieving against targets – ensuring Okta’s goals, and objectives are achieved consistently and sustainably.
• Analyze data and dynamics to maximize existing successes and to create new sales growth opportunities
• Accurately forecast monthly, quarterly, and annual targets for assigned regions; establish and manage data and supporting metrics (pipeline coverage, ASP, etc.)
• Effectively develop, design, build, and execute all aspects of the Strategic business plan to predictably and consistently generate short-term results while holding a long-term perspective of overall results.
• Put into place sales force structure, process strategies, and strategic resource plans that will capture key opportunities in target markets, FSI accounts/prospects, partners or industry verticals throughout the region.
• Own the pipeline generation strategy and with internal stakeholders to execute against the strategy.
• Exhibit a growth mindset with the ability to outline the long term vision and strategy.
• Provide leadership and oversight to ensure the team leverages and deploys resources efficiently and for the highest impact. Collaborating with sales engineering, channels/alliances, customer success, renewals professional services, product, legal, marketing, and engineering teams to create a seamless customer experience.
• Develop and maintain relevant senior level contacts within the Okta partner ecosystem (ISVs, resellers, and GSIs).

What you’ll bring to the role

• 10+ years’ experience building and running FSI sales teams in the software industry
• 3+ years’ experience as a front line sales leader
• Must have previously led a $20M+ (minimum) ARR sales organization with 40%+ growth
• Relevant software industry experience in any of the following: IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications and/or analytics. Subscription, SaaS, or Cloud software experience
• History of consistently meeting/exceeding targets and objectives personally and as a leader
• Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization

Additional Requirements:

• This position requires the ability to access federal environments and/or have access to protected federal data.  As a condition of employment for this position, the successful candidate must be able to submit documentation establishing U.S. Person status (e.g. a U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee. 22 CFR 120.15) upon hire.