EMEA xDR Strategy & Ops Lead — Pipeline & Growth

Okta; Dublin; On-site; EUR 78,000 - 108,000; Full time

Benefits offered by this job

Equity

Bonus

Healthcare coverage

Paid time off

Parental leave

Job summary

Okta seeks a Manager, xDR Sales Strategy & Operations for EMEA to be the operational backbone of the regional team. You will align with leadership and ensure structures, insights, and processes meet quotas and KPIs in a multi-country GTM context.

You will drive pipeline forecasting, lead management, and cross-functional alignment with AMER/APJ teams, using data to guide decisions and investment in the EMEA market.

Qualifications

• 4+ years of experience in Sales Operations or related GTM role.
• Deep Salesforce expertise with reports, dashboards, CRM relationships.
• Familiarity with xDR tech stack (Salesforce, Outreach, 6sense, Gong, Clari, AI tools).
• Experience executing annual planning cycles with Strategy teams.
• Strong lead management KPIs and inbound/outbound pipeline basics.
• Proficiency with capacity modeling, headcount planning, quota setting.
• Working knowledge of AI tools and applying them in operations.
• Excellent communication and stakeholder presentation skills.
• Builder's mindset with end-to-end delivery ownership.

Responsibilities

• Act as a trusted advisor to EMEA xDR Leadership & Managers.
• Establish and maintain the AMER/EMEA xDR operational rhythm.
• Support broader GTM initiatives and pilot programs.
• Collaborate with AMER and APJ xDR Operations for global alignment.
• Deliver analytical insights on EMEA xDR performance to stakeholders.
• Own the regional lead management process and scoring feedback loops.
• Conduct pipeline quality reviews for stage progression hygiene.
• Track Stage 2 Opportunity creation trends and surface recommendations.
• Own regional pipeline creation forecasting to leadership.
• Develop forecasting models accounting for ramp curves and seasonality.
• Lead annual planning rollouts for territory updates.

Skills

Salesforce

Lead management

Forecasting

CRM best practices

Data analysis

Cross-functional collaboration

Multilingual experience

Tools

Outreach.io

Anaplan

Tableau

Clari

Job description

Okta seeks a Manager, xDR Sales Strategy & Operations for EMEA to be the operational backbone of the regional team. You will align with leadership and ensure structures, insights, and processes meet quotas and KPIs in a multi-country GTM context.

You will drive pipeline forecasting, lead management, and cross-functional alignment with AMER/APJ teams, using data to guide decisions and investment in the EMEA market.