Senior Manager, xDR Strategy & Operations (SaaS)

TL;DR

Senior Manager, xDR Strategy & Operations (SaaS): Leading global xDR operations and AMER strategy to drive operational excellence across the revenue organization with an accent on pipeline quality and scalable analytics. Focus on optimizing lead management, forecasting revenue, and leveraging AI tools to scale global workflows.

Location: Must be based in Bellevue, WA; Chicago, IL; San Francisco, CA; or Washington, DC

Salary: $166,000 — $256,000 USD

Company

Okta is a leader in identity security, building trusted, neutral infrastructure that enables organizations to safely embrace the era of AI.

What you will do

• Lead and mentor the EMEA and APJ xDR Operations teams to ensure global consistency in KPIs, processes, and systems.
• Partner with AMER xDR leadership to provide analytical guidance and drive regional operational enhancements.
• Manage lead routing governance, SLA monitoring, and pipeline quality reviews to identify early signals of risk.
• Design scalable reporting frameworks and execute comprehensive business reviews (QBR/MBR) for the AMER region.
• Develop pipeline forecasting models that account for rep ramp curves, seasonality, and segment-specific dynamics.
• Optimize Salesforce and integrate Sales Development tools like Outreach.io and AI automation to improve workflow scaling.

Requirements

• 7+ years in analytical, strategy, or operations roles within high-growth SaaS companies.
• 2+ years of direct people management experience, with a track record of coaching high-performing teams.
• Advanced Salesforce proficiency (reports, dashboards, complex object relationships) and expert-level Excel/Google Sheets skills.
• Experience with Sales Development tools such as Outreach.io, Anaplan, Tableau, or Clari.
• Deep expertise in lead management KPIs, capacity modeling, headcount planning, and quota setting.
• Ability to travel to other Okta offices approximately once per quarter.

Culture & Benefits

• Comprehensive health, dental, and vision insurance.
• 401(k) and flexible spending accounts (FSA).
• Generous paid leave, including PTO and parental leave.
• Immersive, in-person onboarding experience to accelerate impact.
• Access to a global community spanning over 20 offices worldwide.