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Okta is seeking a Senior Manager, xDR Strategy & Operations to lead the company's sales development operations globally. This role combines strategic operations leadership for the AMER (Americas) xDR organization with people management responsibility for EMEA and APJ operations teams.
Key responsibilities include:
**Team Leadership & Development**: Directly manage EMEA and APJ xDR operations professionals, providing coaching and mentorship. Establish consistent operating standards, KPIs, processes, and best practices across all three global regions.
**AMER Strategic Operations**: Serve as primary strategic operations partner to AMER xDR leadership, providing analytical guidance and operational support. Drive regional enhancements and maintain operational rhythm through weekly pipeline reviews, monthly cadences, and quarterly business reviews.
**Lead Management & Pipeline Quality**: Own the regional lead management process including SLA monitoring, lead routing governance, and marketing feedback loops. Conduct regular pipeline quality reviews to ensure stage progression hygiene, accurate forecasting, and early risk identification.
**Analytics & Reporting**: Design and execute comprehensive business reviews (QBR/MBR) for AMER xDR with performance insights and recommendations. Build scalable, repeatable reporting frameworks enabling self-serve analytics for xDR managers and leaders.
**Forecasting & Planning**: Own regional pipeline creation forecasting with weekly and monthly projections. Develop forecasting models accounting for rep ramp curves, seasonality, and segment-specific dynamics. Execute annual planning cycles, translating macro models into rep-level territories and quota assignments.
**GTM Execution**: Lead design and execution of broader go-to-market initiatives and pilot programs in partnership with Sales Operations, Marketing Operations, and Sales Enablement.
**Systems & Tools**: Leverage advanced Salesforce expertise to optimize lead, contact, opportunity, and account management. Drive adoption of sales development technology and explore AI/automation tools to improve reporting and workflow scaling.
Required qualifications: 7+ years in analytical, strategy, or operations roles at high-growth SaaS companies with 2+ years of direct people management. Proven track record building and developing high-performing operations or strategy teams. Demonstrated ability to act as strategic partner to senior leadership. Advanced Salesforce proficiency and Excel/Google Sheets skills.
