Senior Manager, xDR Strategy & Operations

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 team establishes rigorous standards and processes, and scales customer-centric operations to support our growth targets across the entire customer lifecycle.

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. In addition to directly managing the EMEA and APJ ops team, you will set the standard for how the global xDR ops function operates — building a cohesive, high-performing team that drives consistency in KPIs, processes, and systems worldwide. This is a high-impact, highly visible role for a builder who thrives in complexity, develops talent, and delivers quality at scale.

What You'll Be Doing

• 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. Drive regional enhancements across all segments while establishing and maintaining the operational rhythm through weekly pipeline reviews, monthly cadences, and QBR preparation.
• Own Lead Management & Pipeline Quality: Lead the regional lead management process including SLA monitoring, lead routing governance, and feedback loops to Marketing. Conduct regular pipeline quality reviews to ensure stage progression hygiene, accurate close dates, and identify early signals of pipeline risk.
• Build Scalable Analytics & Reporting: Design and execute comprehensive business reviews (QBR/MBR) for AMER xDR, delivering performance insights and clear recommendations. Build scalable, repeatable reporting frameworks that enable self-serve analytics for xDR Managers and Leaders.
• Forecast Pipeline & Performance: Own regional pipeline creation forecasting, providing weekly and monthly projections to support revenue forecasting. Develop forecasting models that account for rep ramp curves, seasonality, and segment-specific pipeline dynamics.
• 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. Own operational execution of annual planning cycles, translating macro models into rep-level territories and quota assignments.
• Enable Data-Driven Decision Making: Deliver deeply analytical insights on xDR performance, fostering a data-driven culture. Influence senior stakeholders (VPs, Directors) through data storytelling and executive-ready communication.
• Champion Tools & Systems Excellence: Leverage deep Salesforce expertise to optimize Lead, Contact, Opportunity, and Account management. Drive adoption of Sales Development technology and explore AI/automation tools to improve reporting, forecast accuracy, and workflow scaling.

What You'll Bring to the Role

• 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. Proven track record of building, coaching, and developing high-performing operations or strategy teams.
• 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. Advanced Excel/Google Sheets skills with complex formulas and large dataset management. Experience with Sales Development tools (Outreach.io), Anaplan, Tableau, or Clari.
• Lead & Pipeline Mastery: Deep understanding of lead management KPIs and best practices for both inbound (BDR) and outbound (SDR) pipeline generation. Proficiency in capacity modeling, headcount planning, coverage forecasting, and quota-setting.
• Operating Rhythm & Planning Execution: Demonstrated experience designing and running structured rhythms of the business including weekly pipeline reviews, monthly cadences, and QBR preparation. Track record of executing annual planning cycles operationally.
• Data Storytelling & Analytics: Exceptional ability to translate complex data into clear narratives for senior audiences. Experience designing and maintaining scalable analytics frameworks that drive decision-making.
• Builder Mindset & Continuous Improvement: Comfortable rolling up your sleeves and owning deliverables end-to-end. A builder's mentality with genuine curiosity about AI tools and their operational applications—experience automating reporting, improving forecasts, or scaling workflows is a plus.
• 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.
• Willingness to Travel: Ability to travel to other Okta offices as required for in-person meetings and collaboration (~ once per quarter).

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