Description
Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organisations to safely embrace this new era.
This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
The Opportunity As the Sales Director for the Aerospace & Defence and Defence Industrial Base vertical, you will lead an elite team of Account Executives dedicated to securing the identities of the world’s most critical supply chains. In an era of escalating cyber warfare, you will position Okta’s Identity Cloud as the foundational layer of Zero Trust architecture for global defence contractors and aerospace innovators.
The Mission You are responsible for driving the strategic vision, execution, and revenue growth within the A&D and DIB sectors. You will bridge the gap between complex regulatory requirements and modern identity solutions, ensuring our customers can innovate at speed while remaining compliant with stringent federal standards.
Key Responsibilities
- Strategic Leadership: Lead, mentor, and scale a high-performing team of Enterprise Account Executives focused on the DIB and A&D markets.
- Revenue Ownership: Build and execute a territory enterprise plan to meet and exceed quarterly and annual sales targets.
- Compliance Advocacy: Act as a thought leader on how Identity intersects with CMMC 2.0, ITAR/EAR, and NIST SP 800-171.
- Executive Engagement: Develop and maintain 'C-level' relationships with the largest defence contractors (Primes) and strategic suppliers.
- Cross-Functional Collaboration: Partner with the Federal Engineering, Legal, and Product teams to ensure Okta’s roadmap aligns with the evolving security needs of the defence sector.
Qualifications
- Experience: 10+ years of software/SaaS sales experience, with at least 5 years in a leadership role managing enterprise teams.
- Domain Expertise: Proven track record of selling into the Defence Industrial Base. You understand the nuances of the 'Prime/Sub' relationship.
- The 'Security First' Mindset: Deep familiarity with cybersecurity frameworks and the Zero Trust maturity model.
- Operational Excellence: Expert-level proficiency in Salesforce, Clari, or similar forecasting tools. You manage by data, not just intuition.
- Travel: Ability to travel (~30-40%) to engage with key stakeholders at industry hubs (D.C., Huntsville, Seattle, etc.).