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Sales Development Representative - Federal

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 Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth. 

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. 

Join our team! We’re building a world where Identity belongs to you.

The Team

At Okta, our Sales Development team is at the heart of everything we do—a high-energy, mission-driven group dedicated to driving top-of-funnel success and building a repeatable, high-quality pipeline. We're a diverse and inclusive team of trusted, high-performing individuals who are motivated by meaningful work, and where achievements are celebrated. In a fast-paced, hyper-growth environment, we innovate constantly and work together to drive impact.


The Opportunity

Okta is looking for Sales Development Representatives (SDRs) to research accounts and contact prospects using phone and email outreach to set meetings that generate pipeline for our sales organization. We are looking for individuals who are dedicated, curious, and motivated. The ideal candidate will possess strong organizational skills, attention to detail, and communication skills. A strong candidate is flexible with change, comfortable in a fast-paced environment, and eager to advance their career in sales. 

SDRs are assigned a territory of accounts and are responsible for planning, researching, and strategizing how to set meetings within these accounts. The SDR will find the right people to connect with, make calls and send emails to gauge a fit, determine how Okta can help, then set up a meeting with their assigned Account Executive.

 

What You'll Be Doing

  • Utilize sales engagement tools to research contacts and accounts to strategize with Marketing and Account Executives on prospecting plans. 
  • Conduct discovery conversations with IT Executives in targeted Federal accounts.
  • Generate qualified meetings and opportunities for aligned Account Executives by following up on warm (inbound) leads and researched prospects.
  • Utilize active listening skills to uncover customer needs and business problems to effectively communicate how Okta can solve them.
  • Work cross functionally to increase conversion rates and generate quality pipeline
  • Consistently achieve quota by hitting call, email, meeting, and pipeline targets.
  • Use and maintain Salesforce.com to keep data accurate.

 

What You'll Bring To The Role

  • Bachelor’s degree or equivalent work experience 
  • 6-12 months of previous business experience 
  • Previous experience with sales and prospecting tools a plus: Salesforce, Outreach, LinkedIn Sales Navigator
  • Excellent written and verbal communication skills
  • Excellent time management and organizational skills 
  • Ability to navigate different systems and tools and follow process
  • Highly motivated and driven individual who thrives working toward monthly and quarterly quotas
  • A desire to grow and advance a career in sales
  • Ability to work in a fast-paced, collaborative environment

​​We aren’t looking for someone who ticks every single box on a page; we’re looking for lifelong learners and people who can make us better with their unique experiences. If you think you’d be a great fit, please apply!

To learn more, visit Okta's Sales Development program page

#LI-onsite

Okta is an Equal Opportunity Employer.

Okta is rethinking the traditional work environment, providing our employees with the flexibility to be their most creative and successful versions of themselves, no matter where they are located.  We enable a flexible approach to work, meaning for roles where it makes sense, you can work from the office, or from home, regardless of where you live.  Okta invests in the best technologies and provides flexible benefits and collaborative work environments/experiences, empowering employees to work productively in a setting that best and uniquely suits their needs.  Find your place at Okta https://www.okta.com/company/careers/. 

By submitting an application, you agree to the retention of your personal data for consideration for a future position at Okta.  More details about Okta’s privacy practices can be found at: https://www.okta.com/privacy-policy.

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, 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, Colorado, New York, and Washington is between:
$82,008$90,209 USD

What you can look forward to as a Full-Time Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

Some roles may require travel to one of our office locations for in-person onboarding.

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.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/

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Average salary estimate

$86108.5 / YEARLY (est.)
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$82008K
$90209K

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What You Should Know About Sales Development Representative - Federal , Okta

Are you ready to kickstart your career as a Sales Development Representative at Okta in the vibrant city of Chicago? At Okta—the World’s Identity Company—we're on a mission to redefine how people access technology securely. Our Sales Development team plays a crucial role in driving our success, acting as the first line of contact that sets the stage for deeper client relationships. As a Sales Development Representative, you will research and reach out to potential clients, making meaningful connections that help our sales team build a robust pipeline. Your day-to-day will involve strategizing with Account Executives, using state-of-the-art engagement tools to find and communicate with IT executives in federal accounts, and discovering how our identity solutions can create value for them. You’ll be part of a lively environment filled with passionate, goal-oriented professionals who celebrate each other’s wins. We're looking for someone who's not only eager to learn but also passionate about using their unique skills to contribute to our mission. If you're organized, curious, and ready for a fast-paced challenge with plenty of opportunities for growth, we want to hear from you! Join us at Okta, and together, let's change how Identity empowers businesses everywhere.

Frequently Asked Questions (FAQs) for Sales Development Representative - Federal Role at Okta
What are the responsibilities of a Sales Development Representative at Okta?

As a Sales Development Representative at Okta, you will engage potential clients through strategic outreach, utilizing calls and emails to set meetings and generate interest in our identity solutions. You'll work closely with the marketing and sales teams to execute prospecting plans, and actively listen to customer needs to propose tailored solutions. Additionally, you'll maintain accurate data in Salesforce and consistently meet quotas for meetings and pipeline generation.

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What qualifications are required for the Sales Development Representative position at Okta?

To be considered for the Sales Development Representative role at Okta, candidates should have a bachelor’s degree or equivalent work experience, along with 6 to 12 months of relevant business experience. Previous experience using sales tools such as Salesforce and LinkedIn Sales Navigator is advantageous. The ideal candidate will possess excellent communication, time management, and organizational skills, along with a strong motivation to hit sales targets and a desire to grow within the company.

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What does Okta look for in a candidate for the Sales Development Representative role?

Okta values lifelong learners who bring unique experiences to the table. For the Sales Development Representative position, we seek candidates who are motivated, flexible, have strong organizational and communication skills, and thrive in fast-paced environments. The ability to navigate various tools and follow processes is crucial, along with a passion for advancing a career in sales.

Join Rise to see the full answer
Is there room for career growth as a Sales Development Representative at Okta?

Absolutely! At Okta, we are committed to fostering the growth of our employees. As a Sales Development Representative, you will have ample opportunities to advance your career within sales, potentially moving into higher roles such as Account Executive or other leadership positions as you gain experience and demonstrate your abilities.

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What kind of training does Okta provide for new Sales Development Representatives?

New Sales Development Representatives at Okta will receive comprehensive training that covers our products, sales strategies, and best practices for engaging potential clients. You'll be supported by a team of experienced professionals dedicated to your success, ensuring you feel confident and equipped to meet your goals from day one.

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Common Interview Questions for Sales Development Representative - Federal
What motivates you to pursue a career in sales?

When answering this question, convey your passion for helping customers find solutions and the thrill of achieving sales goals. You might want to express how sales roles offer a dynamic environment where learning and growth are constant.

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How do you prioritize your tasks during busy workdays?

Discuss your organizational skills and how you use tools and systems to manage your time effectively. You could mention techniques like creating to-do lists and setting daily goals to prioritize tasks.

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Can you describe a time when you overcame a challenge at work?

Share a specific example of a challenge you faced, what steps you took to overcome it, and the positive outcome. Highlight your problem-solving skills and resilience.

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How would you handle rejection from a potential client?

Explain how you view rejection as a learning opportunity rather than a setback. Emphasize your commitment to remaining positive, analyzing what could be improved, and moving on to the next prospect.

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What tools or technologies have you used in previous sales roles?

Be specific about the tools like Salesforce or any sales engagement software you’ve used, discussing how they aided in your sales processes and improved your efficiency.

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What does active listening mean to you?

Articulate the importance of active listening in understanding customer needs. You might want to mention tactics like asking open-ended questions and confirming understanding to ensure productive conversations.

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How do you keep up with industry trends in technology?

Discuss your strategies for staying informed, such as following industry leaders on social media, subscribing to relevant newsletters, or participating in webinars. This shows your commitment to continuous learning.

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What qualities make an effective Sales Development Representative?

Mention qualities such as strong communication skills, resilience, empathy, diligence, and a results-driven mindset. Support your claims with examples or experiences from your life.

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How would you approach a cold call to a potential client?

Detail your strategy for cold calling, such as researching the prospect beforehand, preparing a friendly and engaging introduction, and focusing on the client’s needs during the conversation.

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Why do you want to work at Okta as a Sales Development Representative?

Express your enthusiasm for Okta’s mission and products. Mention how you align with the company culture of valuing uniqueness and continuous learning, which excites you about being part of the team.

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Okta is a leading identity and access management company headquartered in San Francisco, California that is committed to allowing people to access applications on any device at any time, while still enforcing strong security policies.

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CULTURE VALUES
Rise from Within
Mission Driven
Diversity of Opinions
Work/Life Harmony
BENEFITS & PERKS
Maternity Leave
Paternity Leave
401K Matching
Paid Holidays
Paid Sick Days
Paid Time-Off
Paid Volunteer Time
Health Savings Account (HSA)
Flexible Spending Account (FSA)
Family Coverage (Insurance)
Medical Insurance
Mental Health Resources
FUNDING
SENIORITY LEVEL REQUIREMENT
TEAM SIZE
EMPLOYMENT TYPE
Full-time, hybrid
DATE POSTED
April 23, 2025

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