Sales Development Strategy and Operations Manager (Salesforce)

TL;DR

Sales Development Strategy and Operations Manager (Salesforce): Driving operational excellence for the EMEA xDR organization with an accent on lead management, pipeline quality, and revenue forecasting. Focus on optimizing the GTM motion, refining forecasting models, and partnering with leadership to meet ambitious pipeline generation targets.

Location: Onsite in Dublin, Ireland

Salary: €78,000 — €108,000 EUR

Company

Okta provides neutral identity infrastructure that enables organizations to safely embrace AI and secure every identity.

What you will do

• Act as a strategic advisor to EMEA xDR leadership, providing guidance and operational support for the region.
• Own the regional lead management process, including SLA monitoring, routing governance, and quality feedback loops.
• Lead pipeline creation forecasting, delivering weekly and monthly projections to support broader revenue processes.
• Develop refined forecasting models accounting for rep ramp curves, seasonality, and segment-specific dynamics.
• Manage the operational rollout of annual planning, including territories, system transitions, and reporting dashboards.
• Deliver deep analytical insights on EMEA xDR performance to global stakeholders across Sales and Marketing.

Requirements

• 4+ years of experience in Sales Operations, xDR Operations, or a comparable GTM/Marketing Operations role.
• Deep Salesforce expertise, including reports, dashboards, and understanding of object relationships.
• Proficiency in capacity modeling, headcount planning, coverage forecasting, and quota-setting.
• Experience with the xDR tech stack, such as Outreach, 6sense, Gong, and Clari.
• Strong verbal and written communication abilities, comfortable presenting to regional and global stakeholders.
• Must be based in Dublin, Ireland for an onsite role.

Nice to have

• Experience navigating multilingual or multi-country GTM motions in EMEA.
• Familiarity with Anaplan, Tableau, or other AI/automation tools.

Culture & Benefits

• Comprehensive healthcare coverage and financial benefits.
• Paid time off and parental leave.
• Immersive in-person onboarding experience to accelerate impact and team connection.
• Commitment to social impact through Okta for Good and talent development programs.