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About the Role

Okta is building an AI-enabled demand engine to identify, qualify, route, and progress buyers more effectively. This role owns the business strategy, qualification framework, routing logic, operating model, and performance optimization for AI-assisted xDR capabilities within the Global Demand Center. It is a senior, cross-functional capability-owner role focused on how AI-assisted qualification and engagement operates and connects to human follow-up, driving measurable funnel and pipeline outcomes.

Responsibilities

Own AI xDR qualification strategy, defining frameworks for AI-assisted engagement across various motions.
Establish criteria for lead/account engagement, progression, routing, recycling, or suppression.
Partner with Revenue Operations, xDR leadership, Sales Operations, and Marketing to align AI qualification logic.
Establish governance for qualification-model changes, exceptions, and regional or segment-specific variations.
Design routing, handoff, and disposition models, including next-best-action rules and escalation paths.
Establish consistent acceptance, rejection, disposition, recycling, and re-entry processes.
Identify and resolve leakage, latency, and ownership gaps between AI engagement and human follow-up.
Define how AI xDR performance will be measured across key funnel outcomes.
Partner with Revenue Operations and Analytics to establish reporting, attribution, and feedback loops.
Diagnose where AI-engaged leads and accounts stall and recommend changes.
Use funnel data to prioritize use cases and determine AI xDR expansion, change, or cessation.
Serve as the primary business owner for AI xDR across multiple departments.
Translate business policies and revenue-process requirements into specifications for technical builders.
Establish decision rights, governance, documentation, testing, launch readiness, and change-management processes.
Lead expansion planning across regions, segments, platforms, and use cases.
Partner with platform owners to ensure workflows reflect approved requirements.
Validate that implementation matches the intended business logic and revenue operating model.
Monitor workflow accuracy, operational compliance, and downstream outcomes.
Recommend technical or process changes based on funnel performance and stakeholder feedback.

Requirements

7+ years of experience in B2B demand generation, revenue operations, Sales operations, xDR operations, marketing operations, growth operations, or a related GTM operations discipline.
Experience with AI SDR or AI xDR platforms, conversational marketing, automated qualification, or agent-assisted engagement.
Demonstrated experience designing or operationalizing AI-assisted, automated, or rules-based qualification and engagement workflows in a B2B GTM environment.
Strong understanding of how Marketing, xDR, and Sales processes connect to opportunity creation and pipeline progression.
Experience defining business rules and translating them into technical workflow requirements.
Experience partnering directly with xDR leadership, Sales Operations, Revenue Operations, and Sales stakeholders.
Strong analytical ability, including experience evaluating conversion, acceptance, progression, and pipeline performance.
Ability to lead a complex cross-functional capability without direct authority.
Strong documentation, governance, and operating-process design skills.
Familiarity with Qualified, Outreach, Salesforce, Marketo, Common Room, Clay, or comparable GTM platforms.
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.

Skills

AI-enabled GTM experience
xDR/Sales process knowledge
Demand generation
Revenue operations
Journey strategy
Qualification logic
Routing rules
AI engagement workflows
Handoff requirements
Measurement frameworks
Optimization plans
Business strategy
Analytical ability
Documentation
Governance
Operating-process design

Location

Hybrid

Work Type

Hybrid

Experience Level

7+ years of experience

Salary/Compensations

$136,000—$187,000 USD (California, Colorado, Illinois, New York, Washington)
$116,000—$159,500 CAD (Canada)

Benefits

Equity (where applicable)
Bonus
Health insurance
Dental insurance
Vision insurance
401(k)
Flexible spending account
Paid leave (including PTO and parental leave)
RRSP with a match (Canada)
Healthcare spending (Canada)
Telemedicine (Canada)

About the Company

Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era.
We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work.
We're all in on this mission.
Our global community, spanning over 20 offices worldwide, is united by a drive to innovate.
Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

Equal Opportunity

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran.
We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.
Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.