Sr. Customer Success Manager, Federal

Maryland; Virginia; Washington, DC

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.

About the role:

The Sr. Customer Success Manager - Federal role will play a critical part in the exciting growth trajectory of the Public Sector at Okta. You will report to the Regional Manager, Customer Success - Public Sector and be responsible for complementing Okta’s innovations, best practices, and capabilities with our valued customers’ business objectives and priorities. As a trusted advisor, you will shift customer mindsets, create demand for our solutions, and drive higher business value and executive alignment between Okta and our customers.

The ideal candidate embodies a high-performance mindset—consistently raising the bar, turning action into traction, thriving in change, and moving fast to simplify and repeat. Supporting government customers requires a comprehensive understanding of government processes, regulations, and compliance requirements, but it also demands a leader who can navigate these constraints with urgency and an obsession for concrete outcomes. Strong problem-solving, orchestration, and consultative skills are necessary for navigating Public Sector challenges, finding innovative solutions, and winning as a team.

In this role, you will:

Deliver Customer Value: Develop and nurture strong customer relationships to understand their business goals and needs, ensuring retention, happiness, and a significant return on investment. Cement yourself as a trusted and strategic advisor, translating complex technical concepts into actionable business outcomes.
Drive for Results: Create and implement proactive customer success plans and Strategic Business Reviews (SBRs) that outline goals, potential challenges, KPIs, and timelines to turn action into traction and accelerate growth.
Win as a Team: Act as the liaison for technical inquiries, issues, or escalations. Forge strong multidisciplinary relationships with Sales, Support, Engineering, Product Management, and other stakeholders to lead and coordinate customer success.
Act as the voice of the customer and collect feedback to drive continuous improvement across all areas, constantly interrogating what needs to evolve to thrive in change.
Provide insight with respect to the availability and applicability of new products and features, guiding customers into the agentic era.
Identify renewal risk and collaborate with internal teams to remediate, ensure a successful renewal, and proactively spot expansion opportunities.

You will thrive in this role if you:

Have 5+ years of experience in a customer success, account management, or consulting role, managing relationships with large, complex federal agencies (preferably working with a SaaS-based technical enterprise product).
Have a solid track record of delivering and scaling an exceptional customer experience, choosing ambition over comfort and consistently raising your own bar.
Demonstrate strong emotional intelligence and an elite level of relationship management and executive stakeholder development.
Understand government regulatory and compliance requirements deeply, yet look for ways to eliminate friction and move fast within those boundaries.
Possess exceptional presentation and communication skills, particularly when engaging with C-level executives and agency leaders to align technical goals with business value.
Have strong listening and analytical skills with the demonstrated ability to ask effective questions, dive deep, understand the customer’s business priorities, and anticipate their needs.
Exhibit strong interpersonal skills and the ability to work collaboratively and cross-functionally to win as a team.
Have good technical and problem-solving skills coupled with the ability to provide quick resolution to problems. Experience in enterprise security tools is preferred.
Are willing to travel up to 25%.
Meet the clearance requirements: US Citizenship required, Government (active) clearance is a bonus, and although not required, must be eligible to become cleared.

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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 and remain living in the U.S. while in this role.

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:$151,000—$207,900 USD

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Okta

The foundation for secure connections between people and technology

Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

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Are you a U.S. Person (U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee), and can you provide documentation establishing U.S. Person status upon hire? Please note: Candidates who require visa sponsorship (e.g. H-1B, F-1, O-1, L-1, etc.) are not U.S. Persons.

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