Public Sector Account Executive, Okta

Okta is seeking a Public Sector Account Executive to drive territory growth through net-new logo acquisition and expansion across government and highly regulated customers.

The successful candidate will be a senior, self-driven Public Sector sales executive with a strong track record of winning strategic new logos, building executive relationships, and delivering complex SaaS or cyber security outcomes.

Responsibilities:

• Build and execute a territory plan for pipeline generation and net-new logo acquisition.
• Consistently deliver revenue targets and support year-on-year territory growth.
• Develop account strategies to generate pipeline, progress opportunities, and deliver predictable bookings.
• Engage senior stakeholders across Security, Technology, Digital, Risk, Operations, and Executive teams.
• Position Okta Workforce Identity as a strategic platform for secure access, identity governance, privileged access, automation, and AI-era identity security.
• Help customers understand how identity supports secure AI adoption, including governance of non-human identities, service accounts, automation tools, and AI agents.
• Create compelling business cases, presentations, and executive-ready materials.
• Lead stakeholder alignment, account planning, negotiations, and quarterly business reviews.
• Leverage xDRs, Partners, Presales, Customer First, and Professional Services to progress opportunities.
• Build strong relationships with strategic partners, system integrators, and cloud ecosystem partners.

Requirements:

• 10+ years of success selling complex Public Sector, enterprise SaaS, or cyber security solutions.
• Proven ability to win net-new logos and expand strategic government or highly regulated accounts.
• Strong understanding of workforce identity, access management, cyber security, cloud transformation, and enterprise technology buying cycles.
• Ability to engage senior stakeholders across Security, IT, Digital, Risk, Operations, and Executive audiences.
• Strong technical and commercial acumen, with the ability to connect identity and security solutions to business outcomes.
• Ability to articulate the role of identity in secure AI adoption, including human and non-human identity governance.
• Excellent discovery, communication, presentation, and executive presence.
• Experience working on large transformational security, identity, cloud, or digital modernisation initiatives.
• Creative, resilient, team-oriented, and highly accountable.
• Experience using MEDDPICC, Challenger, or Sandler sales methodologies.
• Strong forecast accuracy, opportunity hygiene, rigour, and execution discipline.