Manager, xDR Sales Strategy & Operations

United States

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth. 

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. 

Join our team! We’re building a world where Identity belongs to you.

The Sales xDR Operations Team

The Sales xDR Operations Team (Sales Development Operations) strives to be the brain and the spine of the Global xDR org at Okta. As a key member of the Business Operations team, under the supervision of the Director of Global Sales xDR Operations, your primary responsibility will be to drive operational excellence for the AMER team, which includes supporting SDRs (outbound), BDRs (inbound), and PBST ISRs. You will take the lead in equipping them with the necessary data insights, tools, processes, and strategies to meet ambitious Pipeline Generation targets.

The Manager, xDR Sales Strategy & Operations Opportunity

As the Manager, of xDR Sales Strategy & Operations you will oversee monthly quotas and pipeline attainment, collaborating with EMEA/APJ counterparts and Marketing Operations to align on global KPIs and streamline processes. Responsibilities include implementing self-serve reporting, conducting weekly metrics reviews, analyzing pipeline generation needs, documenting processes, and optimizing the xDR user experience in Salesforce. Additionally, you will generate data-driven ideas to enhance productivity and conversion rates, while providing feedback to Marketing Operations on lead scoring and call blitz planning.

You’ll partner closely with the xDR Leadership team to put structures in place that help the organization achieve its “Stage 2 Opportunity” and “Pipeline Generation quotas”. You’ll collaborate with other Okta colleagues to design and implement your operational solutions including Marketing Operations, Sales Operations, Finance, HR, Business Technology, and Sales Enablement.

What you’ll be doing 

Business Partnership:

  • Act as a trusted advisor to AMER xDR Leadership & Managers, providing strategic guidance and support.
  • Drive operational enhancements and efficiencies across all segments within AMER, including Strategic, Enterprise, Commercial, PBST, etc.
  • Collaborate with xDR Leaders, Finance, and HR to manage headcount planning based on insights derived from capacity models.
  • Deliver regular, deeply analytical insights on xDR performance to stakeholders across xDR, Sales, Marketing, GTM Strategy & Planning, fostering a data-driven decision-making approach.
  • Support the implementation of broader GTM initiatives and pilot programs.
  • Attend quarterly AMER QBRs and yearly AMER xDR Leadership Summit, facilitating engagement and collaboration.
  • Work closely with counterparts supporting EMEA & APJ xDR Operations to ensure alignment and synergy across regions.

Monthly, Quarterly & Annual Planning:

  • Manage the annual and quarterly planning processes for AMER xDR, encompassing capacity planning, headcount and coverage models, quota establishment and achievement, hierarchy and role adjustments, promotions, go-to-market strategy, system transitions, and more.
  • Prior experience in yearly planning is advantageous.

Business Reviews:

  • Conduct quarterly and monthly business reviews (QBR/MBR) to analyze AMER xDR performance in collaboration with xDR Leadership. Generate and present comprehensive insights and recommendations to address areas of improvement.

What you’ll bring to the role

  • Minimum of four years of experience in Sales Operations, Sales Development Operations, or a comparable role in Marketing Operations.
  • Demonstrates a can-do attitude, proactively engages with tasks, exhibits a strong sense of urgency, and embraces a mindset geared towards hyper growth.
  • Excel in actively participating in building tasks rather than overseeing or assigning them to others.
  • Proficient in analytics, capable of producing graphical representations and tables, proficient in spreadsheet usage, skilled in performing calculations and automating processes for managing large datasets. Experience in these areas is essential.
  • Proficiency in quantitative analysis and advanced knowledge of Google Sheets/MS Excel, including functions such as SUMIFS, INDEX/MATCH, VLOOKUP, and table formulas, are essential qualifications for this position.
  • Proficiency in understanding and implementing Lead management Key Performance Indicators (KPIs), along with a deep understanding of best practices and streamlined processes for both inbound (Business Development Representative - BDR) and outbound (Sales Development Representative - SDR) lead generation. 
  • Proficiency in capacity modeling, headcount planning, and coverage forecasting.
  • Advanced skills in conducting quota-setting exercises and developing strategic approaches.
  • Salesforce expertise required, encompassing adeptness in generating reports and dashboards, as well as proficiency in managing Lead, Contact, Opportunity, and Account object relationships, alongside a firm grasp of CRM best practices.
  • Strong written and articulate verbal communication abilities
  • Proficiency with Sales Development technology tools like, Drift, etc.

And extra credit if you have experience in any of the following! 

  • Familiarity with Inside Sales Representative (ISR) operations is advantageous.
  • Familiarity with Anaplan and Tableau preferred.
Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:
  • Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.          
  • Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
  • Develops Talent: Developing people to meet both their career goals and the organization’s goals.
  • Drives Results: Consistently achieving results, even under tough circumstances.
  • Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.


Below is the annual base salary range for candidates located in California, Colorado, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit:   

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, New York, and Washington is between:$120,000$180,000 USD The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $134,000$202,000 USD

What you can look forward to as an Full-Time Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today!

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to participate in the job application or interview process, please use this Form to request an accommodation.

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