Okta AI Journey Operations Manager at Okta owning AI-assisted xDR qualification strategy and routing logic. Responsible for cross-functional alignment and performance optimization of AI-enabled demand generation.
Responsibilities
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 logic, operating model, and performance optimization for AI-assisted xDR capabilities across the Global Demand Center.
This role is not primarily a platform administration or workflow-build role. It is a senior, cross-functional capability-owner role responsible for determining how AI-assisted qualification and engagement should operate, how it connects to human xDR and Sales follow-up, and how it contributes to measurable funnel and pipeline outcomes.
The ideal candidate combines AI-enabled GTM experience, xDR/Sales process knowledge, demand generation, revenue operations, and journey strategy. They can translate business priorities into qualification logic, routing rules, AI engagement workflows, handoff requirements, measurement frameworks, and ongoing optimization plans.
Own AI xDR qualification strategy
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.
Design routing, handoff, and disposition models
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.
Establish consistent acceptance, rejection, disposition, recycling, and re-entry processes across Marketing, AI xDR, and Sales teams.
Qualification
Strong understanding of how MarketingStrong analytical abilityStrong documentationFamiliarity with QualifiedExperience designing routing modelsExperience in cybersecurityExperience marketing to ProductExperience with account-basedHow Success Will Be Measured
Required
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. This may include AI SDR/xDR, conversational marketing, automated lead qualification, intelligent routing, next-best-action workflows, or comparable AI-enabled buyer engagement models.
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.
Preferred
Experience designing routing models, next-best-action frameworks, or automated Sales handoffs.
