AI xDR Strategy & Demand Operations Lead

Socket.dev; Bellevue (WA); Hybrid; USD 136,000 - 187,000; Full time

Job summary

Okta is seeking an experienced AI xDR Operations Manager to own the qualification strategy, routing, and performance optimization for AI-assisted demand across the Global Demand Center. You will partner with Revenue Operations, xDR, Sales, and Marketing to translate business priorities into AI engagement workflows and measurable funnel outcomes, driving cross-functional accountability and impact.

This senior, cross-functional role is hybrid and requires leadership without direct authority to

Qualifications

• 7+ years of experience in B2B demand generation, revenue operations, Sales operations, xDR operations, or related GTM operations.
• Experience with AI SDR or AI xDR platforms, conversational marketing, automated qualification, or agent-assisted engagement.
• 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, including experience evaluating conversion, acceptance, progression, and pipeline performance.
• Ability to lead a complex cross-functional capability without direct authority.

Responsibilities

• Own AI xDR qualification strategy across priority inbound, account-based, product-led, customer, and signal-triggered motions.
• Design next-best-action rules, handoff thresholds, escalation paths, service-level expectations, and exception handling.
• Establish governance for qualification‑model changes, exceptions, and regional or segment‑specific variations.
• Define AI qualification criteria based on fit, intent, behavior, engagement, account context, and business priority.
• Partner with Sales, xDR, Revenue Operations, Marketing Operations, Growth, and Journey teams to determine when AI should engage and when a human should take over.
• Identify and resolve leakage, latency, and ownership gaps between AI engagement and human follow‑up.
• Define how AI xDR performance will be measured and establish reporting, attribution, and feedback loops.
• Diagnose stall points and recommend changes to qualification, routing, handoff, or follow‑up logic.
• Use funnel data to prioritize use cases and determine expansion or change of AI xDR.

Skills

AI xDR platforms

B2B demand generation

Revenue operations

Cross‑functional collaboration

Sales processes

Data-driven decision making

GTM operations

Tools

Salesforce

Marketo

Common Room

Clay

Job description

Okta is seeking an experienced AI xDR Operations Manager to own the qualification strategy, routing, and performance optimization for AI-assisted demand across the Global Demand Center. You will partner with Revenue Operations, xDR, Sales, and Marketing to translate business priorities into AI engagement workflows and measurable funnel outcomes, driving cross-functional accountability and impact.

This senior, cross-functional role is hybrid and requires leadership without direct authority to