The opportunity
Okta is building an AI-enabled demand engine that uses signals, automation, and intelligent engagement to identify, qualify, route, and progress the right buyers more effectively. The AI Journey Operations Manager will own the business strategy, qualification framework, routing…
What you'll do
Define qualification frameworks for AI-assisted engagement across priority: inbound, account-based, product-led, customer, and signal-triggered motions.
Establish the fit, behavior, intent, engagement, and business-context: criteria used to determine whether a lead or account should be engaged, progressed, routed, recycled, or suppressed.
Partner with Revenue Operations, xDR leadership, Sales Operations, and: Marketing to align AI qualification logic with lifecycle definitions and Sales acceptance requirements.
Establish governance for qualification-model changes, exceptions, and regional or segment-specific variations.
Define AI qualification criteria based on fit, intent, behavior, engagement,: account context, and business priority. Partner with Sales, xDR, Revenue Operations, Marketing Operations, Growth, and Journey teams to determine when AI should engage, when a human xDR or seller should take over, and when an account should move into nurture, suppression, or another follow-up path.
Design next-best-action rules, handoff thresholds, escalation paths,: service-level expectations, and exception handling.
What they're looking for
- Experience designing routing models, next-best-action frameworks, or automated Sales handoffs.
- Experience supporting enterprise B2B SaaS go-to-market motions.
- Experience in cybersecurity, identity, developer platforms, customer: identity, application development, or cloud infrastructure.
- Experience marketing to Product, Engineering, developer, application, or technical buyer audiences.
- Experience with account-based, product-led, signal-led, customer expansion,: and partner-influenced demand motions.
- Experience in lead or account qualification, lifecycle management, routing,: disposition, recycling, and Sales handoff processes.
