Senior Manager, xDR Strategy & Operations
Leads global xDR strategy and operations, including AMER pipeline performance, forecasting, lead governance, reporting, planning, and GTM execution, while managing EMEA and APJ operations teams. Requires 7+ years in SaaS strategy or operations and direct people-management experience.
About the job
Responsibilities
- Lead and develop EMEA and APJ xDR Operations professionals through coaching and mentorship.
- Establish consistent operating standards across global regions, including KPIs, processes, systems, and best practices.
- Partner with AMER xDR leadership on strategy, analytics, operational support, pipeline reviews, monthly cadences, and QBR preparation.
- Own lead management, including SLA monitoring, lead-routing governance, marketing feedback loops, and pipeline-quality reviews.
- Design scalable business-review and reporting frameworks that enable self-service analytics.
- Forecast regional pipeline creation and performance, accounting for ramp curves, seasonality, and segment dynamics.
- Lead GTM initiatives and pilot programs with Sales Operations, Marketing Operations, and Sales Enablement.
- Execute annual planning cycles, including rep-level territory and quota assignments.
- Deliver analytical insights and executive-ready data storytelling to senior stakeholders.
- Optimize Salesforce lead, contact, opportunity, and account management.
- Drive adoption of sales-development technology and explore AI and automation tools.
Requirements
- 7+ years of experience in analytics, strategy, or operations at a high-growth SaaS company.
- 2+ years of direct people-management experience.
- Experience building, coaching, and developing high-performing operations or strategy teams.
- Demonstrated ability to partner strategically with senior leadership and influence without authority.
- Advanced Salesforce proficiency, including reports, dashboards, and complex object relationships.
- Advanced Excel or Google Sheets skills, including complex formulas and large-dataset management.
- Deep understanding of inbound and outbound lead-management KPIs and pipeline-generation best practices.
- Experience with capacity modeling, headcount planning, coverage forecasting, and quota setting.
- Experience designing operating rhythms, pipeline reviews, monthly cadences, QBRs, and annual planning cycles.
- Strong data storytelling, written communication, verbal communication, and cross-functional collaboration skills.
- Ability to travel to other Okta offices as required, approximately once per quarter.
Nice-to-Haves
- Experience with Outreach.io, Anaplan, Tableau, or Clari.
- Experience automating reporting, improving forecasts, or scaling workflows.
- Curiosity about AI tools and their operational applications.
Compensation and Benefits
- San Francisco Bay Area annual base salary: $186,000–$256,000 USD.
- Annual base salary in California excluding the San Francisco Bay Area, Colorado, Illinois, New York, and Washington: $166,000–$229,000 USD.
- Equity, bonus, health, dental and vision insurance, 401(k), flexible spending account, PTO, and parental leave may be provided in accordance with applicable plans and policies.
Skills
Salesforce, Excel, Google Sheets, Outreach.Io, Anaplan, Tableau, Clari, Pipeline Forecasting, Capacity Modeling, Headcount Planning, Quota Setting, Lead Routing, Data Storytelling, AI Automation
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