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.
Lead Management & Pipeline Quality
- 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
#LI-Onsite
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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 Okta Experience
- Supporting Your Well-Being
- 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 please use this Form to request an accommodation.
Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.
Skills Required
- 4+ years of experience in Sales Operations, Sales Development Operations, or comparable GTM/Marketing Operations role
- Deep Salesforce expertise including reports, dashboards, and understanding of Lead, Contact, Opportunity, and Account object relationships and CRM best practice
- Proficiency with Sales Development technology tools such as Outreach.io (and similar platforms)
- Experience executing annual planning cycles operationally, translating macro models into territories and quota assignments
- Proficiency in capacity modeling, headcount planning, coverage forecasting, and quota-setting
- Solid understanding of lead management KPIs and best practices for inbound (BDR) and outbound (SDR) pipeline generation
- Experience owning pipeline forecasting and building/refining forecasting models accounting for ramp, seasonality, and segment dynamics
- A working knowledge of AI tools and ability to apply them in an operations context for automation and insights
- Strong verbal and written communication skills with comfort presenting to regional and global stakeholders
- Experience navigating multilingual or multi-country GTM motions in EMEA
- Familiarity with Anaplan, Tableau, Clari, or other AI/automation tools
Okta Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Okta and has not been reviewed or approved by Okta.
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Healthcare Strength — Health coverage spans medical, dental, vision, mental-health support, and income protection, complemented by preventive care options and wellness resources. These elements indicate robust coverage for both routine needs and more complex situations.
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Parental & Family Support — Policies include paid parental leave, adoption and surrogacy assistance, and fertility and family‑building benefits. Caregiving resources and flexible arrangements help employees navigate family responsibilities.
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Leave & Time Off Breadth — Flexible or unlimited PTO, separate sick time, paid holidays, and a company Wellbeing Week provide multiple avenues for time away. This breadth supports rest, recovery, and work‑life balance.
Okta Insights
What We Do
Okta is the leading independent identity provider. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With more than 7,000 pre-built integrations to applications and infrastructure providers, Okta provides simple and secure access to people and organizations everywhere, giving them the confidence to reach their full potential. More than 10,000 organizations, including JetBlue, Nordstrom, Siemens, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.
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