Senior Manager, xDR Strategy & Operations

Okta
Bellevue, Chicago, San Francisco, Washington
Workplace: OnsiteFull timeUSD 166,000 - 229,000 annuallyFunction: Strategy & Corporate DevelopmentSkills: ["Leadership","Mentorship","Data storytelling","Cross-functional communication","Strategic partnership"]

Lead global xDR Sales Strategy & Operations as the strategic partner to AMER xDR leadership and a people leader for the EMEA and APJ xDR operations team. Own pipeline quality, lead management governance, forecasting, and operating rhythms (weekly pipeline reviews, monthly cadences, QBR/MBR). Build scalable reporting and analytics, drive GTM pilot execution, and optimize Salesforce and sales development tooling to improve forecast accuracy and workflow scaling.

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FursaFursa
Okta
Okta
1 day ago

Senior Manager, xDR Strategy & Operations

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Last checked: 5 hours agoStatus: Live

Job Summary

Lead global xDR Sales Strategy & Operations as the strategic partner to AMER xDR leadership and a people leader for the EMEA and APJ xDR operations team. Own pipeline quality, lead management governance, forecasting, and operating rhythms (weekly pipeline reviews, monthly cadences, QBR/MBR). Build scalable reporting and analytics, drive GTM pilot execution, and optimize Salesforce and sales development tooling to improve forecast accuracy and workflow scaling.
Location: Bellevue, Chicago, San Francisco, Washington
Workplace: Onsite
Employment Type: Full time
Job Function: Strategy & Corporate Development
Seniority: Sr. Manager level

Key Responsibilities

  • •Manage the EMEA and APJ xDR Operations team, providing coaching and setting consistent operating standards across regions.
  • •Serve as the primary strategic operations partner to AMER xDR leadership, supporting analysis, planning, and regional enhancements through operating cadences.
  • •Own lead management and pipeline quality, including SLA monitoring, lead routing governance, and pipeline stage hygiene/close date accuracy reviews.
  • •Build scalable analytics and reporting for xDR (QBR/MBR), including self-serve reporting frameworks and performance insights.
  • •Drive forecasting and GTM planning execution, translating annual planning models into rep-level territories and leveraging Salesforce and sales development tools to improve workflow scaling.
Travel: Low travel

Pay and Benefits

Salary: USD 166,000 - 229,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVision401kPaid Leave

Key Requirements

  • •7+ years in an analytical, strategy, or operations role at a high-growth SaaS company, with at least 2+ years of direct people management.
  • •Advanced Salesforce proficiency (reports, dashboards, complex object relationships).
  • •Advanced Excel/Google Sheets skills with complex formulas and large dataset management.
  • •Experience with lead management KPIs and best practices for inbound (BDR) and outbound (SDR) pipeline generation, including capacity and coverage forecasting and quota-setting.
  • •Ability to design and run operating rhythms (weekly pipeline reviews, monthly cadences, QBR preparation) and execute annual planning cycles.
Experience:SaaSRevenue operations
Skills:LeadershipMentorshipData storytellingCross-functional communicationStrategic partnership
Languages:English
Tech Stack:SalesforceExcelGoogle SheetsOutreach.ioAnaplanTableauClari

Company Brief

Okta
Provides identity and access management cloud solutions that help organizations secure and manage user authentication, single sign-on, multi-factor authentication, and lifecycle management across applications and devices.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2009
WebsiteLinkedIn