Sales Development Strategy and Operations Manager

Role Overview

The Sales xDR Operations Team (Sales Development Operations) strives to be the brain and the spine of the Global xDR org at Okta. As the Manager, xDR Sales Strategy & Operations for EMEA, you will be the operational backbone of the EMEA xDR team, partnering 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.

What You Will Do

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.

Why It Might Be a Fit

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.

Requirements

• 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.)
• 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

Benefits

• equity
• bonus
• comprehensive healthcare coverage
• paid time off
• parental leave