Global xDR Strategy & Operations Leader

Okta; San Francisco (CA); On-site; USD 186,000 - 256,000; Full time

Job summary

Okta is seeking a Senior Manager, xDR Sales Strategy & Operations to lead regional and global xDR operations, partnering with AMER leadership and managing EMEA and APJ teams from San Francisco to drive consistent KPIs and scalable processes.

You will own pipeline forecasting, analytics, and GTM initiatives, leveraging Salesforce expertise and advanced analytics to influence senior leaders and optimize performance across regions.

Qualifications

• 7+ years in analytical, strategy, or operations roles at a high-growth SaaS company with 2+ years of people management.
• Demonstrated ability to partner with senior leadership and mobilize cross-functional resources.
• Deep Salesforce proficiency including reports, dashboards, and complex object relationships; strong Excel/Sheets.
• Deep understanding of lead management KPIs and best practices for inbound and outbound pipelines.
• Experience designing structured rhythms of the business (weekly reviews, monthly cadences, QBRs).
• Strong data storytelling and analytics capabilities for senior audiences.
• Builder mindset with curiosity about AI tools and scalable workflows.
• Excellent collaboration and influencing skills across global teams.
• Willingness to travel to other Okta offices (~quarterly).

Responsibilities

• Lead and develop the global xDR Operations team across EMEA and APJ, setting consistent standards for KPIs, processes, and systems.
• Serve as the primary strategic operations partner to AMER xDR Leadership with analytical guidance and regional enhancements.
• Own lead management processes, SLA monitoring, routing governance, and pipeline quality reviews with Marketing.
• Design and implement scalable analytics and reporting frameworks; deliver executive-ready reviews (QBR/MBR).
• Forecast pipeline and performance with models accounting for ramp curves, seasonality, and regional dynamics.
• Drive GTM initiatives and annual planning through cross-functional collaboration with Sales Ops, Marketing Ops, and Enablement.
• Enable data-driven decision-making; communicate insights to VPs and Directors.
• Champion tools and systems: optimize Salesforce modules; drive adoption of SD tools; explore AI/automation for reporting and forecasting.

Skills

Leadership

Strategy

Salesforce

Lead management

Forecasting

Analytics

Builder mindset

Collaboration

Travel readiness

Tools

Outreach.io

Anaplan

Tableau

Clari

Job description

Okta is seeking a Senior Manager, xDR Sales Strategy & Operations to lead regional and global xDR operations, partnering with AMER leadership and managing EMEA and APJ teams from San Francisco to drive consistent KPIs and scalable processes.

You will own pipeline forecasting, analytics, and GTM initiatives, leveraging Salesforce expertise and advanced analytics to influence senior leaders and optimize performance across regions.