AI Journey Operations Manager
Own the strategy, governance, routing, handoffs, and performance optimization of Okta’s AI-assisted xDR capability. The role requires 7+ years in B2B GTM operations, experience with AI-enabled qualification workflows, strong funnel analytics, and cross-functional leadership.
About the job
Responsibilities
- Own AI-assisted xDR qualification strategy across inbound, account-based, product-led, customer, and signal-triggered motions.
- Define qualification criteria, routing rules, next-best actions, handoff thresholds, escalation paths, service-level expectations, and exception handling.
- Establish acceptance, rejection, disposition, recycling, and re-entry processes across Marketing, AI xDR, and Sales.
- Connect AI xDR performance to qualified engagement, human acceptance, meetings, opportunities, pipeline progression, and other funnel outcomes.
- Partner with Revenue Operations and Analytics on reporting, attribution, feedback loops, and funnel optimization.
- Serve as the primary business owner for AI xDR across Marketing, xDR, Sales, Revenue Operations, Sales Operations, and Journey Architecture.
- Establish governance, decision rights, documentation, testing, launch readiness, and change-management processes.
- Lead expansion planning across regions, segments, platforms, and use cases.
- Translate business and revenue-process requirements into technical workflow specifications.
- Partner with Qualified, Outreach, CRM, marketing automation, and related platform owners to validate workflow implementation and recommend improvements.
Requirements
- 7+ years of experience in B2B demand generation, revenue operations, Sales operations, xDR operations, marketing operations, growth operations, or a related GTM operations discipline.
- Experience with AI SDR or AI xDR platforms, conversational marketing, automated qualification, or agent-assisted engagement.
- Experience designing or operationalizing AI-assisted, automated, or rules-based qualification and engagement workflows in a B2B GTM environment.
- Strong understanding of how Marketing, xDR, and Sales processes connect to opportunity creation and pipeline progression.
- Experience defining business rules and translating them into technical workflow requirements.
- Experience partnering with xDR leadership, Sales Operations, Revenue Operations, and Sales stakeholders.
- Strong analytical ability, including evaluating conversion, acceptance, progression, and pipeline performance.
- Ability to lead complex cross-functional capabilities without direct authority.
- Strong documentation, governance, and operating-process design skills.
- Familiarity with Qualified, Outreach, Salesforce, Marketo, Common Room, Clay, or comparable GTM platforms.
Nice-to-haves
- Experience designing routing models, next-best-action frameworks, or automated Sales handoffs.
- Experience supporting enterprise B2B SaaS go-to-market motions.
- Experience in cybersecurity, identity, developer platforms, customer identity, application development, or cloud infrastructure.
- Experience marketing to Product, Engineering, developer, application, or technical buyer audiences.
- Experience with account-based, product-led, signal-led, customer expansion, and partner-influenced demand motions.
- Experience in lead or account qualification, lifecycle management, routing, disposition, recycling, and Sales handoff processes.
Compensation and Benefits
- Annual base salary range of $136,000–$187,000 USD for candidates located in California (excluding the San Francisco Bay Area), Colorado, Illinois, New York, and Washington.
- Compensation may also include equity, bonus, health, dental and vision insurance, 401(k), flexible spending account, PTO, and parental leave.
Skills
Ai Sdr, Ai Xdr, Revenue Operations, Demand Generation, Sales Operations, Marketing Operations, Qualified, Outreach, Salesforce, Marketo, Common Room, Clay, Conversational Marketing, Lead Routing, Next-Best Action
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