The opportunity
Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era.
What you'll do
Lead and Develop Global Operations Team: Manage EMEA and APJ xDR Operations professionals with clear coaching and mentorship. Set and maintain consistent operating standards across all three regions—ensuring alignment on KPIs, processes, systems, and best practices.
Drive AMER xDR Strategy & Operations: Act as the primary strategic operations partner to AMER xDR Leadership, providing analytical guidance and operational support. Drive regional enhancements across all segments while establishing and maintaining the operational rhythm through weekly pipeline reviews, monthly cadences, and QBR preparation.
Own Lead Management & Pipeline Quality: Lead the regional lead management process including SLA monitoring, lead routing governance, and feedback loops to Marketing. Conduct regular pipeline quality reviews to ensure stage progression hygiene, accurate close dates, and identify early signals of pipeline risk.
Build Scalable Analytics & Reporting: Design and execute comprehensive business reviews (QBR/MBR) for AMER xDR, delivering performance insights and clear recommendations. Build scalable, repeatable reporting frameworks that enable self-serve analytics for xDR Managers and Leaders.
Forecast Pipeline & Performance: Own regional pipeline creation forecasting, providing weekly and monthly projections to support revenue forecasting. Develop forecasting models that account for rep ramp curves, seasonality, and segment-specific pipeline dynamics.
Execute GTM Initiatives & Planning: Lead the design and execution of broader GTM initiatives and pilot programs in partnership with Sales Operations, Marketing Operations, and Sales Enablement. Own operational execution of annual planning cycles, translating macro models into rep-level territories and quota assignments.
What they're looking for
- Enable Data-Driven Decision Making: Deliver deeply analytical insights on xDR performance, fostering a data-driven culture. Influence senior stakeholders (VPs, Directors) through data storytelling and executive-ready communication.
- Champion Tools & Systems Excellence: Leverage deep Salesforce expertise to optimize Lead, Contact, Opportunity, and Account management. Drive adoption of Sales Development technology and explore AI/automation tools to improve reporting, forecast accuracy, and workflow scaling.
- Leadership Experience: 7+ years in an analytical, strategy, or operations role at a high-growth SaaS company, with at least 2+ years of direct people management. Proven track record of building, coaching, and developing high-performing operations or strategy teams.
- Strategic Business Partnership: Demonstrated ability to act as a true strategic partner to senior leadership—proactively identifying gaps, shaping the agenda, and mobilizing cross-functional resources to drive outcomes.
