# AI Journey Operations Manager

**Company:** [Okta](https://hotfix.jobs/companies/okta)
**Location:** Bellevue, WA, Chicago, IL, Toronto, Canada
**Role:** Revenue Operations
**Salary:** $116k – $187k/yr
**Experience:** 7+ years
**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
**Posted:** 2026-08-19

> 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.

## Job Description

## 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.

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