Sales Development Strategy and Operations Manager

Okta
Dublin
Workplace: OnsiteFull timeEUR 78,000 - 108,000 annuallyFunction: Business OperationsExperience: 4+ yearsSkills: ["Communication","Analytical thinking","Stakeholder management","Data-driven decision-making","Builder mindset"]

Own operational excellence for the EMEA Sales xDR (SDR/BDR) organization, partnering with regional leadership to hit Stage 2 Opportunity and Pipeline Generation quotas. Drive the operational rhythm through pipeline reviews, quality processes, lead routing governance, and KPI alignment with AMER/APJ counterparts and Marketing Ops. Build forecasting models and annual planning rollouts, delivering deeply analytical insights and data-driven recommendations across Sales, xDR, and Marketing.

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FursaFursa
Okta
Okta
1 month ago

Sales Development Strategy and Operations Manager

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Source: Company careers pageValidated by: Fursa AI
Last checked: 13 hours agoStatus: Live

Job Summary

Own operational excellence for the EMEA Sales xDR (SDR/BDR) organization, partnering with regional leadership to hit Stage 2 Opportunity and Pipeline Generation quotas. Drive the operational rhythm through pipeline reviews, quality processes, lead routing governance, and KPI alignment with AMER/APJ counterparts and Marketing Ops. Build forecasting models and annual planning rollouts, delivering deeply analytical insights and data-driven recommendations across Sales, xDR, and Marketing.
Location: Dublin
Workplace: Onsite
Employment Type: Full time
Job Function: Business Operations
Seniority: Manager level

Key Responsibilities

  • •Partner with EMEA xDR Leadership to provide operational structures, insights, and processes to hit Stage 2 Opportunity and Pipeline Generation quotas.
  • •Establish the operational rhythm (weekly pipeline reviews, monthly check-ins, quarterly business reviews) and support broader GTM initiatives and pilot programs.
  • •Own lead management processes including SLA monitoring, lead routing governance, and feedback loops to Marketing Operations on lead quality and scoring.
  • •Conduct pipeline quality reviews to ensure stage progression hygiene, accurate close dates, and conversion rates; analyze Stage 2 Opportunity creation trends and pipeline risk signals.
  • •Own regional pipeline creation forecasting (weekly/monthly projections) and develop/refine forecasting models for ramp curves, seasonality, and segment dynamics for annual planning rollouts.

Pay and Benefits

Salary: EUR 78,000 - 108,000 annually
Equity and Bonus:Equity
Perks:Health InsurancePaid LeaveParental Leave

Key Requirements

  • •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 strong knowledge of Lead, Contact, Opportunity, and Account objects plus CRM best practices.
  • •Proficiency in capacity modeling, headcount planning, coverage forecasting, and quota-setting.
  • •Experience executing annual planning cycles operationally with Strategy teams and regional leadership to translate models into rep-level territories and quota assignments.
  • •Working knowledge of AI tools in an operations context, with curiosity to experiment (e.g., automating reporting, surfacing insights, scaling workflows).
Experience:4+ years
Skills:CommunicationAnalytical thinkingStakeholder managementData-driven decision-makingBuilder mindset
Languages:English
Tech Stack:SalesforceOutreach.io6senseGongClariAnaplanTableauAI/automation tools

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