Senior Manager, xDR Strategy & Operations (SaaS)

Location: Bellevue, Washington; Chicago, Illinois; San Francisco, California; or Washington, DC. The role includes in-person onboarding and travel to other Okta offices approximately once per quarter.

Annual base salary: $186,000–$256,000 USD for candidates in California excluding the San Francisco Bay Area, Colorado, Illinois, New York, and Washington; $166,000–$229,000 USD for other applicable locations. Equity, bonus, and benefits may also apply.

Company

Okta builds trusted identity infrastructure that helps organizations securely adopt AI and protect identities from AI to humans.

What you will do

• Manage and develop EMEA and APJ xDR Operations professionals while setting consistent global standards for KPIs, processes, systems, and best practices.
• Partner with AMER xDR leadership on strategy, operational support, pipeline reviews, monthly cadences, and QBR preparation.
• Own lead management, SLA monitoring, lead-routing governance, feedback loops, and pipeline-quality reviews.
• Build QBR/MBR reporting frameworks, self-service analytics, pipeline forecasts, and models incorporating ramp curves, seasonality, and segment-specific dynamics.
• Lead GTM initiatives, pilot programs, annual planning, territory design, quota assignments, and cross-functional work with Sales Operations, Marketing Operations, and Sales Enablement.
• Optimize Salesforce and Sales Development technology, influence senior stakeholders through data storytelling, and evaluate AI and automation tools for reporting, forecasting, and workflow scaling.

Requirements

• 7+ years of experience in analytical, strategy, or operations roles at a high-growth SaaS company, including 2+ years of direct people management.
• Experience building, coaching, and developing high-performing operations or strategy teams.
• Ability to partner strategically with senior leadership, identify gaps, shape priorities, and mobilize cross-functional resources.
• Advanced Salesforce proficiency, including reports, dashboards, and complex object relationships.
• Advanced Excel or Google Sheets skills, including complex formulas and management of large datasets.
• Understanding of lead-management KPIs and best practices for inbound BDR and outbound SDR pipeline generation, plus capacity modeling, headcount planning, coverage forecasting, and quota setting.
• Experience designing operating rhythms such as weekly pipeline reviews, monthly cadences, QBR preparation, and annual planning cycles.
• Ability to translate complex data into clear narratives, maintain scalable analytics frameworks, communicate effectively, influence without authority, and align global organizations.
• Ability to travel to other Okta offices for in-person meetings and collaboration approximately once per quarter.

Nice to have

• Experience with Outreach.io, Anaplan, Tableau, or Clari.
• Experience automating reporting, improving forecasts, or scaling workflows.
• Curiosity about AI tools and their operational applications.

Culture & Benefits

• Health, dental, and vision insurance.
• 401(k) and flexible spending account.
• Paid leave, including PTO and parental leave, under applicable plans and policies.
• Equity and bonus opportunities where applicable.
• Global community spanning more than 20 offices, with an immersive in-person onboarding experience.
• Equal opportunity workplace with reasonable accommodation available throughout the application, interview, and onboarding process.