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. The Federal Sales Team We are seeking a passionate, results oriented, sales professional to drive revenue growth calling on accounts in the Aerospace, Defense and Federal Systems Integrator vertical. Our Federal Sales Managers are individual contributors who play a vital role in driving a significant share of revenue for Okta. We provide our reps with an environment in which they can make valuable contributions from day one while also building opportunities for learning and growth. This role requires travel to our San Francisco, CA or Chicago, IL office for in-person onboarding during the first week of employment. If reasonable accommodation is needed to participate in the job application, interview process, or onboarding please use this Form to request an accommodation. The Federal Sales Manager, Opportunity Reporting to the Federal Sales Director – FSI, this role will drive the sales process for Aerospace, Defense and FSI customers. Our Federal Sales Manager will lead the sales process within an assigned territory for the Defense Industrial Base vertical. The right candidate for the position will enjoy closing new logos while simultaneously managing and expanding a book of install base customers. Our FSM's organize and conduct sales presentations, site visits and product demonstrations to prospects and represent Okta in a consistent, effective and professional manner to best develop and win new clients. - What you’ll be doing - Develop new and existing federal accounts within FSI's and across your territory, meeting or exceeding quarterly and yearly revenue targets - Continually build and grow a robust sales pipeline via outbound account visits and proactive interactions to obtain new business - Develop long-term strategic relationships with key accounts, actively identifying opportunities for customer development and revenue growth - Work closely with internal and external partners to extend reach and drive adoption - Successfully lead complex contract negotiations - Moderate travel as needed, specifically to the DC area - What you’ll bring to the role & what we’re looking for - 12+ year proven experience selling technology, preferable in the FSI space - experience selling to RTX/Raytheon preferred - Proven track record of delivering sales of complex services and solutions in a competitive environment with the ability to close sales through effective sales and negotiation methods - Effective territory development mentality - Strong verbal and written communications skills, with the ability to demonstrate a connection to Okta’s vision and values - Commitment to work collaboratively & cross functionally across the Okta and Defense Industrial Base ecosystems - Extensive customer and Defense Industrial Base network - BS/BA degree strongly preferred or applicable experience 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. #P12638_3411620 #LI Remote 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: $288,000—$432,000 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/.

Role Description We are seeking a proactive, business-oriented, and tech-savvy Contracts Manager to join our growing Legal team. The role would support our Sales and Commercial teams in the preparation, review, and management of customer contracts across a global higher education client base. The successful candidate will play a key role in enabling efficient deal execution while ensuring alignment with standard contracting frameworks, internal policies, and commercial guidelines and will assist in driving the adoption of legal technology to increase scalability, transparency, and contracting velocity. Where you will make an impact - Contract Drafting & Review and Commercial & Operational Support - Support the preparation and delivery of simple to complex commercial contracts using contract templates and approved clauses to generate contracts. - Work closely with Sales, Finance, Professional Services and other teams to translate deal structures into contract documentation. - Develop familiarity with pricing models, commercial terms, product and service offerings. - Ensure contracts align with internal approval frameworks and commercial policies. - Liaise with stakeholders across multiple geographies and time zones. - Support bid/proposal teams with contract drafting for tenders and legal/commercial queries. - Manage and support the contract redlining process and negotiations with customers. - Process Improvement & Governance and Contract Lifecycle Management (CLM) - Use internal systems (e.g., Salesforce) to track contract progress and approvals. - Work within and support Contract Lifecycle Management (CLM) systems and have experience of working in platforms such as Ironclad, DocuSign CLM, Box, PandaDocs. - Assist in maintaining and updating regional contract templates. - Identify opportunities to improve contracting processes, templates and workflow efficiency. Qualifications - This role is best suited to individuals with a legal or paralegal background, with experience in commercial contracts within a technology/SaaS environment. - 3 years+ experience in a contract management, or legal/paralegal role (commercial focus). - Strong understanding of contract structure and key commercial/legal terms. - Experience reviewing and managing contract redlines. - Strong attention to detail. - Collaborative team player with a proactive mindset. - Ability to manage multiple priorities in a fast-paced environment. - Strong communication skills with ability to engage cross-functional teams. - Commercially aware with a pragmatic approach to problem-solving. - Spanish speaking advantageous. Benefits - 25 days annual leave plus 8 public holidays. - Choice to opt in for private medical and dental cover. - Competitive pension plan. - Thrive Flex Lifestyle Account (LSA) that allows you to contribute towards your health, financial or learning interests. - 5 charitable days to support the community that supports us. - Wellness programs including Headspace (mental health), Wellbeats (virtual fitness classes), and RethinkCare – caregiver support. - Diversity and inclusion programs that promote employee resource groups such as Women in Technology, Pride and Go Green to name a few. - Parental leave covering maternity, paternity and adoption. - Employee referral bonuses to encourage the addition of great new people to the team. - We foster a learning culture with educational assistance programs, professional development opportunities, and LinkedIn Learning.

Role Description We are seeking a Senior Territory Manager to join our team! Our high-quality solutions simplify complex identification workflows, enabling providers to focus on what matters most - delivering care and patient satisfaction. With decades of experience in the healthcare industry, you’ll be joining a brand trusted in 90% of hospitals and have the opportunity to deliver our unique connected care patient identification solutions to our valuable customers in Southern California. - Drive Acute Hospital Relationships with MedTech and Medsurg focus targeting IT, Clinical and Supply Chain/Purchasing relationships in a defined territory of Southern California. - Maintain business in existing accounts, as well as generate new business in existing accounts and with prospective customers. - Travel to and call on Healthcare Acute Hospitals in the assigned region. - Using a consultative approach, demonstrate product application and function combined with appropriate systems efficiency concepts to demonstrate "total value, one-stop-shop advantage" of PDC connected healthcare solutions across Printers, Scanners, Wristbands and Labels along with critical service offerings. - Consult with customers selling application-based solutions at all levels within account assignments. Present and communicate at all levels including, but not limited to, groups, committees, C-Suite level, Vice Presidents, Directors, Managers, Supervisors across Clinical, IT and Supply Chain. - Establish and implement a plan of weekly sales activities within the region to achieve projected sales quotas and manage the total account base to meet sales goals and objectives. - Plan, adapt and modify sales approaches and presentations to secure business based on the analysis of individual needs. - Create business plans and forecast sales on a monthly, quarterly, and annual basis. - Represent PDC at trade shows to promote products and services. Display or demonstrate product, using samples or catalog, and emphasize customer benefits. - Develop internal and external long-term customer relationships. - Provide positive, proactive input for new solutions development. - Submit recommendations relative to changes in existing procedures, services, new product or product line extensions, etc. to increase sales volume. - Responsible for effectively planning, directing and coordinating all field sales activities within the assigned region. Make visits to established and prospective customers locations to engage the voice of the customer, develop relationships, resolve problems and gather competitive intelligence, etc., to aid in further development of policies and practices relative to marketing and sales operations. - Meet or exceed quota through consistent conversion of targeted accounts. Qualifications - Driving Acute Hospital Relationships with MedTech and Medsurg focus targeting IT, Clinical and Supply Chain/Purchasing relationships in a defined territory of Southern California. Requirements - Travel to and call on Healthcare Acute Hospitals in the assigned region. - Using a consultative approach, demonstrate product application and function combined with appropriate systems efficiency concepts. - Consult with customers selling application-based solutions at all levels within account assignments. - Establish and implement a plan of weekly sales activities within the region. - Create business plans and forecast sales on a monthly, quarterly, and annual basis. - Represent PDC at trade shows to promote products and services. - Responsible for effectively planning, directing and coordinating all field sales activities within the assigned region. Company Description

• Drive the development of employees and maintain a positive organizational climate through evaluations, feedback and guidance, managing a healthy work environment and promoting best practices in people management; • Create and foster an innovative and participatory environment, motivating the team to engage in creative solutions to maintain a motivating workplace and ensure cooperative members’ satisfaction; • Assess and analyze team results and identify improvement opportunities by setting clear goals and regularly monitoring team performance; • Participate in the creation and implementation of the Cooperative’s strategic planning actions, taking ownership of initiatives, clarifying and aligning the team, and ensuring the Cooperative’s sustainability; • Manage the quality of Processes (new hires, registration updates, product and service sales, collections and credit operations), assuming technical and administrative responsibility for operations carried out at the service unit; monitor management reports and audit findings, identify and correct issues, and guide the team on proper internal process execution to improve planning, mitigate risks and operating expenses, and contribute to greater operational efficiency; • Serve cooperative members with excellence, strengthening trust and offering the Cooperative’s products and services; • Identify opportunities and guide the team to close business at the service unit by building relationships with existing and prospective members and the community and offering business, education and advisory solutions tailored to members’ needs; • Manage the service unit’s stakeholder relationships through engagement with members, the community, local business owners and organizations; • Enhance relationships to increase member engagement and loyalty through targeted outreach strategies; • Define and execute the unit’s prospecting strategy through opportunity mapping, database use and partnerships with organizations, companies and associations, and perform other duties related to the role.