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Okta is seeking an AI Journey Operations Manager to own the business strategy, qualification framework, routing logic, and performance optimization for AI-assisted xDR (extended demand response) capabilities across the Global Demand Center. This is a senior, cross-functional capability-owner role—not a platform administration or workflow-build position.
You will define qualification frameworks for AI-assisted engagement across inbound, account-based, product-led, customer, and signal-triggered motions. You'll establish fit, behavior, intent, engagement, and business-context criteria to determine whether leads or accounts should be engaged, progressed, routed, recycled, or suppressed. You'll partner with Revenue Operations, xDR leadership, Sales Operations, and Marketing to align AI qualification logic with lifecycle definitions and Sales acceptance requirements, and establish governance for qualification-model changes and regional variations.
You'll design routing, handoff, and disposition models by defining AI qualification criteria and determining when AI should engage, when a human xDR or seller should take over, and when accounts should move into nurture or suppression. You'll design next-best-action rules, handoff thresholds, escalation paths, and exception handling, while identifying and resolving leakage, latency, and ownership gaps between AI engagement and human follow-up.
You'll connect AI xDR to revenue outcomes by defining performance measurement across qualified engagement, human acceptance, meetings, opportunity creation, and pipeline progression. You'll partner with Revenue Operations and Analytics to establish reporting and attribution, diagnose where AI-engaged leads stall, and use funnel data to prioritize use cases and determine expansion opportunities.
You'll lead the cross-functional operating model as the primary business owner for AI xDR across Marketing, xDR, Sales, Revenue Operations, and Journey Architecture. You'll translate business policies into specifications for technical builders, establish decision rights and governance, and lead expansion planning across regions and segments.
Finally, you'll guide workflow implementation by partnering with Qualified, Outreach, CRM, and marketing automation platform owners to ensure workflows reflect approved qualification and routing requirements, validate implementation accuracy, and recommend changes based on funnel performance.
