Sales Development Strategy and Operations Manager
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
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