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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.


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