AI Journey Operations Manager

• 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.
• 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.
• 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.

How Success Will Be Measured

• Accuracy and effectiveness of AI-assisted qualification.
• Human xDR and Sales acceptance rates.
• Speed and quality of AI-to-human handoffs.
• Reduction in routing, ownership, and follow-up leakage.
• Progression from AI engagement to meetings, opportunities, and pipeline.
• Adoption and confidence among xDR, Sales, Marketing, and Revenue Operations stakeholders.
• Scalability and governance of the AI xDR operating model.

#LI - Hybrid

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Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:

$136,000—$187,000 USD

Below is the annual salary range for candidates located in Canada. Your actual salary will depend on factors such as your skills, qualifications, and experience. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental, and vision insurance, RRSP with a match, healthcare spending, telemedicine, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program, please visit: https://rewards.okta.com/can.

The annual base salary range for this position for candidates located in Canada is between:

$116,000—$159,500 CAD

The Okta Experience

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• Developing Talent and Fostering Connection + Community

We are intentional about connection. 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.

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.

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