Description
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.
The Revenue Strategy and Operations Team Revenue Strategy & Operations sits at the heart of our organization, driving operational excellence across our entire revenue organization. As part of Okta's Business Operations team, we amplify the impact across our rapidly growing Sales, Presales, Customer Success, Technical Account Management (TAM), and Renewals organizations by ensuring each function has the insights, tools, and processes to run effectively and efficiently.
The Senior Manager, xDR Sales Strategy & Operations Opportunity As the Senior Manager, xDR Sales Strategy & Operations, you will be both the strategic engine behind the AMER xDR organization and the people leader for the EMEA and APJ xDR Operations team members. You will lead regional and global planning, own business performance reporting, and act as a trusted advisor to xDR Leaders across all three regions.
Responsibilities:
- Lead and Develop Global Operations Team: Manage EMEA and APJ xDR Operations professionals with clear coaching and mentorship. Set and maintain consistent operating standards across all three regions,ensuring alignment on KPIs, processes, systems, and best practices.
- Drive AMER xDR Strategy & Operations: Act as the primary strategic operations partner to AMER xDR Leadership, providing analytical guidance and operational support.
- Own Lead Management & Pipeline Quality: Lead the regional lead management process including SLA monitoring, lead routing governance, and feedback loops to Marketing.
- Build Scalable Analytics & Reporting: Design and execute comprehensive business reviews (QBR/MBR) for AMER xDR, delivering performance insights and clear recommendations.
- Forecast Pipeline & Performance: Own regional pipeline creation forecasting, providing weekly and monthly projections to support revenue forecasting.
- Execute GTM Initiatives & Planning: Lead the design and execution of broader GTM initiatives and pilot programs in partnership with Sales Operations, Marketing Operations, and Sales Enablement.
- Enable Data-Driven Decision Making: Deliver deeply analytical insights on xDR performance, fostering a data-driven culture.
- Champion Tools & Systems Excellence: Leverage deep Salesforce expertise to optimize Lead, Contact, Opportunity, and Account management.
Requirements:
- Leadership Experience: 7+ years in an analytical, strategy, or operations role at a high-growth SaaS company, with at least 2+ years of direct people management.
- Strategic Business Partnership: Demonstrated ability to act as a true strategic partner to senior leadership,proactively identifying gaps, shaping the agenda, and mobilizing cross-functional resources to drive outcomes.
- Deep Technical Expertise: Advanced Salesforce proficiency including reports, dashboards, and complex object relationships.
- Lead & Pipeline Mastery: Deep understanding of lead management KPIs and best practices for both inbound (BDR) and outbound (SDR) pipeline generation.
- Operating Rhythm & Planning Execution: Demonstrated experience designing and running structured rhythms of the business including weekly pipeline reviews, monthly cadences, and QBR preparation.
- Data Storytelling & Analytics: Exceptional ability to translate complex data into clear narratives for senior audiences.
- Builder Mindset & Continuous Improvement: Comfortable rolling up your sleeves and owning deliverables end-to-end.
- Collaborative Influencer: Outstanding communication skills (written and verbal) with proven ability to partner with cross-functional teams, influence without authority, and drive alignment across global organizations.
Benefits:
- Health, dental and vision insurance
- 401(k)
- Flexible spending account
- Paid leave (including PTO and parental leave)