Distinguished Strategic Advisor (Fed Focused)

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 organizations 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. Distinguished SE, Key Accounts Locations: San Francisco, CA; New York, NY; Washington, DC Get to Know Okta Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our flexible and neutral products, the Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core of business security and growth. At Okta, we celebrate a variety of perspectives and experiences. We’re not looking for someone who checks every single box—we’re looking for lifelong learners and people who make us better through their unique perspectives. Join our team! We’re building a world where Identity belongs to you. The Global Presales Team The Global Presales organization at Okta unites a diverse community of experts—including Solutions Engineers, the Office of the Field CTO, Architects, and Specialists—who combine deep technical expertise with strategic business insight. This team acts as trusted advisors to our customers and partners, helping them unlock the full potential of Okta’s Identity Platform. We ask insightful questions, uncover complex challenges, and deliver tailored solutions that drive customer success. Distinguished SE, Key Accounts The Distinguished SE - Key Accounts will serve as a technical sales strategist, operator, and business partner to Okta’s AMER Key Accounts Sales Leadership—accelerating strategic deals, scaling key pursuits, and enabling repeatable success across regions. This role will focus primarily on strategic growth markets, with a mandate to connect strategy to execution across the sales lifecycle. You will collaborate closely with Key Account Directors, GTM Leadership, corporate strategy, and product stakeholders to: Lead pursuit strategy for large, multi-stakeholder deals. Drive AI, partner strategy and strategic sales pursuits across large enterprise accounts. Build and operationalize repeatable sales motions,partner strategies and AI-enabled sales plays. Scale and institutionalize best practices that improve win rates and deal velocity. What You’ll Be Doing Strategic Planning & Execution Serve as a trusted advisor to Okta’s GTM sales leadership, helping to define and execute go-to-market strategies for high-impact pursuits. Develop frameworks and methodologies to increase consistency and predictability across strategic deal cycles. Partner with the Office of the FCTO to align platform sales narratives with market trends. Strategic Initiatives Lead the planning and execution of enterprise-scale sales initiatives across key industries and territories. Collaborate with cross-functional teams to drive pursuit discipline, storytelling excellence, and deal orchestration. Guide account teams on value-based selling strategies, connecting identity outcomes to measurable business impact. Field Enablement and Collaboration Partner with Enablement and Sales Operations to institutionalize pursuit excellence and best practices. Facilitate collaboration between regional teams, specialists, and executive sponsors to improve strategic account coverage. Ecosystem & Thought Leadership Engage with industry and partner ecosystems to promote Okta’s leadership in identity sales. Represent Okta in field events, customer summits, and strategic planning forums. Foster collaboration across GTM teams to enhance pipeline growth and field readiness. Foster executive-level technical relationships in Okta’s Key Accounts. Innovation and Strategy Partner with the Office of the Field CTO to refine Okta’s positioning around AI and next-generation identity for Key Accounts. Lead initiatives that enhance Okta’s competitive differentiation and accelerate long-term growth. Surface field insights and customer trends to inform global GTM strategy and product roadmap alignment. What You’ll Bring to the Role Required: 15+ years of experience in identity, cybersecurity, SaaS or AI-related domains. Proven track record of driving strategic sales programs and large, complex deal pursuits. Deep understanding of applications in enterprise go-to-market and security contexts. Strong executive presence and ability to influence senior business and technical leaders. Exceptional storytelling and communication skills, including experience building content and presenting to C-level audiences. Recognized as an industry thought leader with a history of industry publications and conference presentations. Preferred: Prior experience in a Field CTO, Strategic Advisor, or Sales Strategy role in a high-growth SaaS organization. Demonstrated success in designing and scaling AI-enabled or platform-based sales motions. Strong understanding of Okta’s platform, ecosystem, and identity security landscape. Experience working with Fortune 100 enterprises or large regulated industries. Knowledge of frameworks such as MEDDPICC, Challenger, or other enterprise sales methodologies. Ability to thrive in a matrixed environment, balancing strategic vision with operational execution. Passion for innovation, collaboration, and customer success. #LI-Remote #LI-CM requisition ID- P24041_3344263 The OTE range for this position for candidates located in the San Francisco Bay area is between: $300,000 — $450,000 USD Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, 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) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us . The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $268,000 — $362,000 USD The Okta Experience Supporting Your Well-Being Driving Social Impact Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. 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. 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. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/ .