Sales Development Strategy and Operations Manager

Role overview

Okta is hiring a Manager for xDR Sales Strategy & Operations in EMEA. The role focuses on making the regional sales development function run smoothly, using data, process design, and operational guidance to help SDR and BDR teams achieve aggressive pipeline creation and Stage 2 opportunity goals. This position reports to the Sr. Manager of AMER/Global xDR Strategy & Operations and works closely with EMEA leadership, as well as counterparts in AMER and APJ, to keep global operations aligned while adapting execution to local market needs.

The work is centered on operational excellence for a multilingual, multi-country EMEA environment. The successful candidate will act as a strategic partner to leadership, manage the operating cadence, and turn analytics into clear recommendations that support revenue growth.

Key responsibilities

You will own the regional operating rhythm, support planning and forecasting, improve lead management, and strengthen pipeline quality across the EMEA xDR organization. The role also involves partnering with Marketing Operations and broader GTM teams to improve process consistency, reporting, and execution.

Business partnership

• Serve as a dependable advisor to EMEA xDR managers and leadership on strategy, process, and execution.
• Run the recurring business cadence, including weekly pipeline discussions, monthly performance reviews, and quarterly business reviews.
• Support the rollout of wider GTM programs and pilot initiatives.
• Coordinate with xDR operations partners in AMER and APJ to maintain global consistency in process and reporting.
• Provide frequent analytical updates on EMEA xDR performance to stakeholders across Sales, Marketing, GTM, and xDR.

Lead management and pipeline quality

• Own the regional lead management workflow, including SLA tracking, lead routing governance, and structured feedback to Marketing Operations on lead quality and scoring.
• Review pipeline health regularly to confirm stage movement hygiene, realistic close dates, and conversion metrics that match actual business performance.
• Monitor Stage 2 opportunity creation patterns, identify warning signs in pipeline health, and recommend corrective actions to leadership.

Forecasting and planning

• Manage regional pipeline creation forecasts and share weekly and monthly projections with xDR and Sales leadership.
• Build and improve forecasting models that account for rep ramp, seasonal trends, and segment-level pipeline behavior.
• Lead the operational side of annual planning rollouts, updating territories, system changes, and dashboards to match the new go-to-market plan.

Requirements

• At least 4 years of experience in Sales Operations, Sales Development Operations, or a similar GTM or Marketing Operations function.
• Strong hands-on experience with Salesforce, including reports, dashboards, and the relationships between Lead, Contact, Opportunity, and Account objects.
• Working familiarity with the broader xDR tech stack, such as Outreach, 6sense, Gong, Clari, and AI or automation tools.
• Experience with annual planning execution, including territory design and quota assignment in partnership with strategy and regional leadership.
• Solid understanding of lead management metrics and best practices for both inbound BDR and outbound SDR pipeline generation.
• Ability to handle capacity modeling, headcount planning, coverage forecasting, and quota setting.
• Practical knowledge of sales development tooling such as Outreach.io or similar platforms.
• Comfort using AI tools in an operations setting for reporting automation, insight generation, or workflow scaling.
• Clear verbal and written communication skills, with the confidence to present to regional and global stakeholders.
• A hands-on, ownership-oriented mindset with the ability to deliver work end to end.

Nice to have

• Experience working in multilingual or multi-country EMEA go-to-market environments.
• Exposure to Anaplan, Tableau, Clari, or similar AI and automation tools.

Compensation and benefits

The annual base salary for Ireland-based candidates is between €78,000 and €108,000. Actual compensation will depend on skills, qualifications, and experience. Where eligible, the package may also include equity, bonus, comprehensive healthcare, paid time off, and parental leave under Okta’s applicable plans and policies.

Okta also highlights its Total Rewards approach and a workplace culture centered on supporting well-being, social impact, and talent development through connection and community. New hires begin with an in-person onboarding experience designed to help them build relationships and contribute quickly.

Equal opportunity and accommodation

Okta is committed to equal employment opportunity. Qualified candidates are considered without regard to protected characteristics including race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, disability, or veteran status. Applicants with arrest or conviction records are also considered as permitted by law.

If you need a reasonable accommodation during the application, interview, or onboarding process, you can request one through the company’s accommodation process. Applicants or employees in New York City should also note that Okta may use automated employment decision tools in hiring, and a separate NYC AEDT notice applies where relevant.

Reference code

P-2267_3486129