Sales Development Strategy and Operations Manager

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

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. 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.

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. 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. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

The Sales xDR Operations Team (Sales Development Operations) strives to be the brain and the spine of the Global xDR org at Okta.Your primary responsibility will be to drive operational excellence for the EMEA xDR organization and report to the Sr. Manager of AMER/Global xDR Strategy & Operations. You will equip EMEA SDRs and BDRs — including teams operating across country-specific and multilingual GTM motions — with the data insights, tools, processes, and strategies needed to meet ambitious Pipeline Generation targets.

The Manager, xDR Sales Strategy & Operations Opportunity

As the Manager, xDR Sales Strategy & Operations for EMEA, you will be the operational backbone of the EMEA xDR team. You will partner closely with EMEA xDR Leadership to ensure the organization has the structures, insights, and processes it needs to hit its "Stage 2 Opportunity" and Pipeline Generation quotas. You will collaborate with your AMER and APJ xDR Operations counterparts and Marketing Operations to align on global KPIs, while tailoring execution for the unique dynamics of the EMEA market.

What You'll Be Doing...

Business Partnership

• Act as a trusted advisor to EMEA xDR Leadership & Managers, providing strategic guidance and operational support.
• Establish and maintain the operational rhythm of the AMER/EMEA xDR business, including weekly pipeline reviews, monthly performance check-ins, and quarterly business reviews.
• Support the implementation of broader GTM initiatives and pilot programs.
• Work closely with AMER and APJ xDR Operations counterparts to ensure global alignment and process consistency.
• Deliver regular, deeply analytical insights on EMEA xDR performance to stakeholders across xDR, Sales, and Marketing, and GTM, fostering a data-driven decision-making approach.
• Own the regional lead management process, including SLA monitoring, lead routing governance, and feedback loops to Marketing Operations on lead quality and scoring
• Conduct regular pipeline quality reviews to ensure stage progression hygiene, accurate close dates, and conversion rates that reflect ground truth
• Track and analyze Stage 2 Opportunity creation trends, identifying early signals of pipeline risk and surfacing recommendations to xDR Leadership

Forecasting & Planning

• Own regional pipeline creation forecasting, providing weekly and monthly projections to xDR and Sales Leadership to support broader revenue forecasting processes
• Develop and refine forecasting models that account for rep ramp curves, seasonality, and segment-specific pipeline dynamics
• Act as the regional operational lead for annual planning rollouts, ensuring that territories, system transitions, and reporting dashboards are updated to reflect the new go-to-market strategy designed by the Strategy & Planning team

What You'll Bring to the Role

• 4+ years of experience in Sales Operations, Sales Development Operations, or a comparable GTM or Marketing Operations role
• Deep Salesforce expertise, including reports, dashboards, and a strong understanding of Lead, Contact, Opportunity, and Account object relationships and CRM best practice
• Familiarity with the broader xDR tech stack (Salesforce, Outreach, 6sense, Gong, Clari, AI/automation tools, etc.) would better reflect the expectations beyond individual platforms
• Experience executing annual planning cycles operationally, partnering with Strategy teams and regional leadership to translate macro models into rep-level territories and quota assignments.
• Solid 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
• Proficiency with Sales Development technology tools such as Outreach.io and similar platform
• A working knowledge of AI tools and how to apply them in an operations context — whether for automating reporting, surfacing insights, or scaling workflows; genuine curiosity and a desire to experiment here is a must
• Strong verbal and written communication abilities, with comfort presenting to regional and global stakeholders
• A builder's mindset — comfortable rolling up your sleeves and owning deliverables end-to-end rather than delegating them upward or outward

And extra credit if you have experience in any of the following!

• Experience navigating multilingual or multi-country GTM motions in EMEA
• Familiarity with Anaplan, Tableau, Clari, or other AI/automation tools

Below is the annual salary range for candidates located in Ireland. Your actual salary will depend on factors such as your skills, qualifications, and experience. In addition, Okta offers equity (where applicable), bonus, and comprehensive healthcare coverage and financial benefits including paid time off 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/irl.

The annual base salary range for this position for candidates located in Ireland is between:: €78.000 EUR - €108.000 EUR

The Okta Experience

• Driving Social Impact
• Developing Talent and Fostering Connection + Community

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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 pleaseuse this Form to request an accommodation.

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