Senior Manager, xDR Strategy & Operations

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

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.

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 Revenue Strategy and Operations Team

Revenue Strategy & Operations sits at the heart of our organization, driving operational excellence across our entire revenue organization. As part of Okta's Business Operations team, we amplify the impact across our rapidly growing Sales, Presales, Customer Success, Technical Account Management (TAM), and Renewals organizations by ensuring each function has the insights, tools, and processes to run effectively and efficiently. The team establishes rigorous standards and processes, and scales customer-centric operations to support our growth targets across the entire customer lifecycle.

The Senior Manager, xDR Sales Strategy & Operations Opportunity

As the Senior Manager, xDR Sales Strategy & Operations, you will be both the strategic engine behind the AMER xDR organization and the people leader for the EMEA and APJ xDR Operations team members. You will lead regional and global planning, own business performance reporting, and act as a trusted advisor to xDR Leaders across all three regions. In addition to directly managing the EMEA and APJ ops team, you will set the standard for how the global xDR ops function operates — building a cohesive, high-performing team that drives consistency in KPIs, processes, and systems worldwide. This is a high-impact, highly visible role for a builder who thrives in complexity, develops talent, and delivers quality at scale.

What You'll Be Doing

• Lead and Develop Global Operations Team: Manage EMEA and APJ xDR Operations professionals with clear coaching and mentorship. Set and maintain consistent operating standards across all three regions—ensuring alignment on KPIs, processes, systems, and best practices.
• Drive AMER xDR Strategy & Operations: Act as the primary strategic operations partner to AMER xDR Leadership, providing analytical guidance and operational support. Drive regional enhancements across all segments while establishing and maintaining the operational rhythm through weekly pipeline reviews, monthly cadences, and QBR preparation.
• Own Lead Management & Pipeline Quality: Lead the regional lead management process including SLA monitoring, lead routing governance, and feedback loops to Marketing. Conduct regular pipeline quality reviews to ensure stage progression hygiene, accurate close dates, and identify early signals of pipeline risk.
• Build Scalable Analytics & Reporting: Design and execute comprehensive business reviews (QBR/MBR) for AMER xDR, delivering performance insights and clear recommendations. Build scalable, repeatable reporting frameworks that enable self-serve analytics for xDR Managers and Leaders.
• Forecast Pipeline & Performance: Own regional pipeline creation forecasting, providing weekly and monthly projections to support revenue forecasting. Develop forecasting models that account for rep ramp curves, seasonality, and segment-specific pipeline dynamics.
• Execute GTM Initiatives & Planning: Lead the design and execution of broader GTM initiatives and pilot programs in partnership with Sales Operations, Marketing Operations, and Sales Enablement. Own operational execution of annual planning cycles, translating macro models into rep-level territories and quota assignments.
• Enable Data-Driven Decision Making: Deliver deeply analytical insights on xDR performance, fostering a data-driven culture. Influence senior stakeholders (VPs, Directors) through data storytelling and executive-ready communication.
• Champion Tools & Systems Excellence: Leverage deep Salesforce expertise to optimize Lead, Contact, Opportunity, and Account management. Drive adoption of Sales Development technology and explore AI/automation tools to improve reporting, forecast accuracy, and workflow scaling.

What You'll Bring to the Role

• Leadership Experience: 7+ years in an analytical, strategy, or operations role at a high-growth SaaS company, with at least 2+ years of direct people management. Proven track record of building, coaching, and developing high-performing operations or strategy teams.
• Strategic Business Partnership: Demonstrated ability to act as a true strategic partner to senior leadership—proactively identifying gaps, shaping the agenda, and mobilizing cross-functional resources to drive outcomes.
• Deep Technical Expertise: Advanced Salesforce proficiency including reports, dashboards, and complex object relationships. Advanced Excel/Google Sheets skills with complex formulas and large dataset management. Experience with Sales Development tools (Outreach.io), Anaplan, Tableau, or Clari.
• Lead & Pipeline Mastery: Deep 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.
• Operating Rhythm & Planning Execution: Demonstrated experience designing and running structured rhythms of the business including weekly pipeline reviews, monthly cadences, and QBR preparation. Track record of executing annual planning cycles operationally.
• Data Storytelling & Analytics: Exceptional ability to translate complex data into clear narratives for senior audiences. Experience designing and maintaining scalable analytics frameworks that drive decision-making.
• Builder Mindset & Continuous Improvement: Comfortable rolling up your sleeves and owning deliverables end-to-end. A builder's mentality with genuine curiosity about AI tools and their operational applications—experience automating reporting, improving forecasts, or scaling workflows is a plus.
• Collaborative Influencer: Outstanding communication skills (written and verbal) with proven ability to partner with cross-functional teams, influence without authority, and drive alignment across global organizations.
• Willingness to Travel: Ability to travel to other Okta offices as required for in-person meetings and collaboration (~ once per quarter).

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The annual base salary range for this position for candidates located in the San Francisco Bay area is between: : $186,000 USD - $256,000 USD

Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO 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/us.

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:: $166,000 USD - $229,000 USD

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.

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