AI-Driven Demand & xDR Strategy Lead

Okta; Bellevue (WA); Hybrid; USD 136,000 - 187,000; Full time

Benefits offered by this job

Health insurance

Equity and bonus programs

Paid time off and parental leave

Job summary

Okta is seeking a senior AI xDR Operations Manager to own the business strategy, qualification framework, routing logic, operating model, and performance optimization for AI-assisted xDR across the Global Demand Center.

The role focuses on defining AI qualification criteria, handoffs to human xDR, escalation paths, and measurable funnel outcomes, while coordinating with Revenue Operations, Sales, and Marketing to drive pipeline progress.

Qualifications

• 7+ years of experience in B2B demand generation, revenue operations, Sales operations, xDR operations, marketing operations, growth operations, or a related GTM operations discipline.
• Experience with AI SDR or AI xDR platforms, conversational marketing, automated qualification, or agent-assisted engagement.
• Demonstrated experience designing or operationalizing AI-assisted, automated, or rules-based qualification and engagement workflows in a B2B GTM environment.
• Strong understanding of how Marketing, xDR, and Sales processes connect to opportunity creation and pipeline progression.
• Experience defining business rules and translating them into technical workflow requirements.
• Experience partnering with xDR leadership, Sales Operations, Revenue Operations, and Sales stakeholders.
• Strong analytical ability and governance skills.
• Familiarity with Qualified, Outreach, Salesforce, Marketo, Common Room, Clay, or comparable GTM platforms.

Responsibilities

• Define AI xDR qualification strategy and governance across inbound, ABM, product-led, and signal-driven motions.
• Design routing, handoff, and disposition models with cross-functional teams.
• Connect AI xDR to revenue outcomes through measurement, attribution, and feedback loops.
• Lead cross-functional operating model and drive alignment across Marketing, xDR, Sales, and Revenue Ops.
• Guide workflow implementation with platform owners and ensure alignment with approved logic and SLAs.
• Monitor workflow accuracy, compliance, and funnel performance; propose improvements.

Skills

B2B demand generation

Revenue operations

xDR operations

Marketing operations

Growth operations

AI-assisted workflows

GTM collaboration

Data-driven decision making

Stakeholder management

Tools

Qualified

Outreach

Salesforce

Marketo

Common Room

Clay

Job description

Okta is seeking a senior AI xDR Operations Manager to own the business strategy, qualification framework, routing logic, operating model, and performance optimization for AI-assisted xDR across the Global Demand Center.

The role focuses on defining AI qualification criteria, handoffs to human xDR, escalation paths, and measurable funnel outcomes, while coordinating with Revenue Operations, Sales, and Marketing to drive pipeline progress.