# Senior Manager, xDR Strategy & Operations

**Company:** [Okta](https://hotfix.jobs/companies/okta)
**Location:** Bellevue, WA, Chicago, IL, San Francisco, CA, Washington, DC
**Role:** Revenue Operations
**Salary:** $166k – $256k/yr
**Experience:** 7+ years
**Skills:** Salesforce, Excel, Google Sheets, outreach.io, anaplan, Tableau, clari, pipeline forecasting, capacity modeling, headcount planning, quota setting, lead routing, data storytelling, AI Automation
**Posted:** 2026-08-05

> 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.

## Job Description

## 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.

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