Customer Success Executive, DoD/IC/FSI

<div class="content-intro"><p><strong>Secure Every Identity, from AI to Human<br><br></strong>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.<br><br>This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.</p></div><div class="SingleJob-content"> <p><strong>About the Role:&nbsp;</strong></p> <p>As a <strong>Customer Success Executive, DoD/IC/FSI,</strong> you will serve as a strategic, senior individual contributor managing our most complex and mission-critical customer relationships within the Department of Defense, Intelligence Community, and Federal System Integrators segment. This is a specialized role that demands deep expertise in government security compliance, identity and access management, and the unique operational cadence of classified and unclassified federal environments.&nbsp;&nbsp;</p> <p>Reports to: Senior Manager, Customer Success - DoD/IC/FSI.&nbsp; In this role you will operate at the intersection of customer success, regulatory compliance, and product strategy—serving as a trusted strategic advisor to C-suite and technical leadership at your assigned accounts while simultaneously acting as the voice of these specialized customers within Okta's broader organization. Unlike traditional CSM roles, you will have direct input into product roadmap decisions, regulatory strategy, and cross-functional escalations that impact mission-critical deployments.</p> <p>This role requires someone who not only understands the **what** of government procurement and compliance but deeply grasps the **why**—the mission imperatives, security postures, and operational constraints that drive decision-making in these environments.</p> <p><strong>In this role, you will conduct:</strong></p> <p><strong>Strategic Customer Leadership &amp; Relationship Management</strong></p> <ul> <li>Serve as the primary executive point of contact for your assigned DoD/IC/FSI strategic accounts, managing relationships at the C-suite, security leadership, and technical teams</li> <li>Develop and execute multi-year customer success strategies that align Okta's identity and access management capabilities with customers' mission objectives, security posture improvements, and compliance requirements</li> <li>Conduct regular business reviews with customer executives, presenting data-driven insights on adoption, ROI, risk reduction, and strategic value delivery</li> <li>Anticipate and proactively address customer needs before they escalate, leveraging deep knowledge of government procurement cycles, budget constraints, and authorization timelines</li> </ul> <p><strong>Compliance, Security &amp; Regulatory Navigation</strong></p> <ul> <li>Serve as a liaison for government security and compliance inquiries, including Authorization pathways, DISA authorization and security requirements, FedRAMP compliance and continuous monitoring obligations.</li> <li>Translate complex regulatory requirements into actionable customer success plans and product recommendations</li> <li>Collaborate with Okta's Compliance, Legal, and Product teams to ensure customer accounts remain compliant and authorized</li> <li>Educate customers on regulatory changes and proactively identify risks to their authorization status or renewal cycles</li> </ul> <p><strong>Cross-Functional Leadership &amp; Orchestration</strong></p> <ul> <li>Act as the primary orchestrator for complex customer escalations, coordinating between Support, Engineering, Product Management, Sales, and Compliance teams</li> <li>Participate in cross-functional forums (product roadmap discussions, engineering prioritization meetings, compliance working groups) as the voice of DoD/IC/FSI customer requirements</li> <li>Lead high-priority technical and strategic initiatives</li> <li>Escalate and advocate for customer needs through appropriate channels, including senior management and product leadership</li> </ul> <p><strong>Adoption, Value Realization &amp; Retention</strong></p> <ul> <li>Drive application onboarding and adoption by:</li> <ul> <li>Assessing application portfolios and prioritizing migration b