Sales Development Strategy and Operations Manager

About the role

The Sales Development Strategy and Operations Manager will be the operational backbone for Okta’s EMEA xDR organization. Reporting to the Sr. Manager of AMER/Global xDR Strategy & Operations, you will equip SDRs and BDRs with data insights, tools, processes and strategies to achieve ambitious pipeline generation targets across multilingual GTM motions.

Key responsibilities

• Act as a trusted advisor to EMEA xDR leadership, providing strategic guidance and operational support.
• Establish and maintain the operational rhythm, including weekly pipeline reviews, monthly performance check‑ins and quarterly business reviews.
• Support the rollout of broader GTM initiatives and pilot programs.
• Collaborate with AMER and APJ xDR Operations counterparts to ensure global alignment and consistent processes.
• Deliver regular, data‑driven insights on EMEA xDR performance to sales, marketing and GTM stakeholders.
• Own the regional lead management process, overseeing SLA compliance, lead routing governance and feedback to Marketing Operations.
• Conduct pipeline quality reviews to ensure stage progression hygiene, accurate close dates and reliable conversion rates.
• Track and analyze Stage 2 Opportunity creation trends, flagging pipeline risk and recommending corrective actions.
• Provide weekly and monthly pipeline creation forecasts to support broader revenue forecasting.

Required profile

• Proven experience in sales operations, strategy or enablement within a B2B SaaS environment.
• Strong analytical mindset with the ability to translate data into actionable recommendations.
• Demonstrated ability to partner with senior leadership and drive cross‑functional initiatives.
• Familiarity with the dynamics of the EMEA market and multilingual GTM motions.

Required skills