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The Sales xDR Operations Team (Sales Development Operations) strives to be the brain and the spine of the Global xDR org at Okta.Your primary responsibility will be to drive operational excellence for the EMEA xDR organization and report to the Sr. Manager of AMER/Global xDR Strategy & Operations. You will equip EMEA SDRs and BDRs — including teams operating across country-specific and multilingual GTM motions — with the data insights, tools, processes, and strategies needed to meet ambitious Pipeline Generation targets.
The Manager, xDR Sales Strategy & Operations Opportunity
As the Manager, xDR Sales Strategy & Operations for EMEA, you will be the operational backbone of the EMEA xDR team. You will partner closely with EMEA xDR Leadership to ensure the organization has the structures, insights, and processes it needs to hit its "Stage 2 Opportunity" and Pipeline Generation quotas. You will collaborate with your AMER and APJ xDR Operations counterparts and Marketing Operations to align on global KPIs, while tailoring execution for the unique dynamics of the EMEA market.
What You'll Be Doing...
Business Partnership
- Act as a trusted advisor to EMEA xDR Leadership & Managers, providing strategic guidance and operational support.
- Establish and maintain the operational rhythm of the AMER/EMEA xDR business, including weekly pipeline reviews, monthly performance check-ins, and quarterly business reviews.
- Support the implementation of broader GTM initiatives and pilot programs.
- Work closely with AMER and APJ xDR Operations counterparts to ensure global alignment and process consistency.
- Deliver regular, deeply analytical insights on EMEA xDR performance to stakeholders across xDR, Sales, and Marketing, and GTM, fostering a data-driven decision-making approach.
Lead Management & Pipeline Quality
- Own the regional lead management process, including SLA monitoring, lead routing governance, and feedback loops to Marketing Operations on lead quality and scoring
- Conduct regular pipeline quality reviews to ensure stage progression hygiene, accurate close dates, and conversion rates that reflect ground truth
- Track and analyze Stage 2 Opportunity creation trends, identifying early signals of pipeline risk and surfacing recommendations to xDR Leadership
Forecasting & Planning
- Own regional pipeline creation forecasting, providing weekly and monthly projections to xDR and Sales Leadership to support broader revenue forecasting processes
- Develop and refine forecasting models that account for rep ramp curves, seasonality, and segment-specific pipeline dynamics
- Act as the regional operational lead for annual planning rollouts, ensuring that territories, system transitions, and reporting dashboards are updated to reflect the new go-to-market strategy designed by the Strategy & Planning team
What You'll Bring to the Role
- 4+ years of experience in Sales Operations, Sales Development Operations, or a comparable GTM or Marketing Operations role
- Deep Salesforce expertise, including reports, dashboards, and a strong understanding of Lead, Contact, Opportunity, and Account object relationships and CRM best practice
- Familiarity with the broader xDR tech stack (Salesforce, Outreach, 6sense, Gong, Clari, AI/automation tools, etc.) would better reflect the expectations beyond individual platforms
- Experience executing annual planning cycles operationally, partnering with Strategy teams and regional leadership to translate macro models into rep-level territories and quota assignments.
- Solid understanding of Lead management KPIs and best practices for both inbound (BDR) and outbound (SDR) pipeline generation
- Proficiency in capacity modeling, headcount planning, coverage forecasting, and quota-setting
- Proficiency with Sales Development technology tools such as Outreach.io and similar platform
- A working knowledge of AI tools and how to apply them in an operations context — whether for automating reporting, surfacing insights, or scaling workflows; genuine curiosity and a desire to experiment here is a must
- Strong verbal and written communication abilities, with comfort presenting to regional and global stakeholders
- A builder's mindset — comfortable rolling up your sleeves and owning deliverables end-to-end rather than delegating them upward or outward
And extra credit if you have experience in any of the following!
- Experience navigating multilingual or multi-country GTM motions in EMEA
- Familiarity with Anaplan, Tableau, Clari, or other AI/automation tools
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