Overview
Secure every identity, from AI to human. Okta secures AI by building trusted, neutral infrastructure that enables organizations to safely embrace this new era. This role offers an opportunity to do career‑defining work and to operate with speed, urgency, and excellence.
The Vision
At Okta, growth is our mandate, but a secure foundation is the prerequisite. In the public sector, this foundation is the bedrock of national security and citizen trust.
Role
High‑impact sales leader and strategic architect to lead our Public Sector Renewals team. As Director, you steward Okta’s largest and most complex public‑interest partnerships.
Core Responsibilities
- Strategic Retention & Territory Architecture
- Segment Leadership: Own the retention strategy and execution for Okta’s Public Sector business, covering U.S. Federal and SLED markets.
- High‑Value Deal Strategy: Lead executive and strategic advisor for the segment’s most complex, high‑stakes agreements, including those exceeding $5M+ in ARR .
- Predictive Intelligence: Develop a deep, programmatic understanding of territory health, identifying risks early and designing “Path to Green” strategies that ensure long‑term account stability.
- Retention Architect: Design and implement modern renewal playbooks that account for unique cycles of public sector procurement, ensuring proactive rather than reactive approach.
- Leadership & Team Evolution
- The Leader as Coach: Manage and mentor a team of individual contributors, assisting them in navigating high‑pressure negotiations and complex customer environments.
- Cultural Architect: Foster a culture of high accountability, integrity, and relentless customer focus; responsible for recruiting, hiring, and developing next‑generation public‑sector renewal talent.
- Field Advocacy: Voice of the Public Sector within the broader Renewals organization, ensuring global processes are optimized for government customers.
- Diplomatic Power & Cross‑Functional Partnership
- Sales Alignment: Partner as a peer to Public Sector Sales Leadership to ensure a unified strategy for account growth and retention.
- Government Affairs & Compliance: Collaborate closely with Government Affairs and Legal teams to stay ahead of regulatory shifts (e.g., FedRAMP) and procurement hurdles that impact our ability to retain and grow.
- Customer Success & Product Feedback: Drive a tight feedback loop with Customer Success and Product teams, ensuring ground‑level reality informs long‑term product and service roadmap.
Qualifications
- Experience: 10+ years in Renewals, Sales or Account Management within SaaS industry, with minimum of 3‑5 years in a high‑performing leadership role.
- Public Sector Mastery: Proven track record of navigating U.S. Federal and SLED procurement cycles, including experience with large‑scale, $5M+ license agreements.
- Strategic Translator: Ability to take complex data sets and translate them into simple, winning tactics for the field.
- Negotiation Excellence: Expert‑level negotiation skills with ability to tactfully close high‑value deals with integrity and independence.
- Diplomatic Influence: Exceptional ability to partner cross‑functionally with Sales, Customer Success, Product, and Government Affairs to drive collective outcomes.
Measures of Success
- Net Retention & ARR Growth: Achieve or exceed team goals for renewal rates and total ARR stabilization within the Public Sector.
- Operational Excellence: Maintain highly accurate and predictable forecast for the segment.
- Talent Development: High engagement and performance scores from your team of Renewals Managers.
Cross‑Functional Impact
Successful implementation of new retention playbooks that bridge the gap between Sales and Renewals.
Compensation
Annual On Target Compensation (OTE) range for candidates located in San Francisco Bay Area: $240,000 – $360,000 USD (inclusive of base salary and incentive compensation). OTE depends on skills, qualifications, experience, and work location. Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave).
Benefits
Health, dental, vision insurance; 401(k); flexible spending account; paid leave including PTO and parental leave.
Okta Experience
- Supporting Your Well‑Being
- Driving Social Impact
- Developing Talent and Fostering Connection + Community
Equal Employment Opportunity
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
Accommodations
If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding, please use this Form to request an accommodation.
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