AI Journey Operations Manager

Secure Every Identity from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. 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. Were all in on this mission. If you are too lets talk.

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.

• 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.

• 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.
• Identify and resolve leakage latency and ownership gaps between AI engagement and human follow-up.

• Define how AI xDR performance will be measured across qualified engagement human acceptance meetings opportunity creation pipeline progression and other agreed funnel outcomes.
• Partner with Revenue Operations and Analytics to establish reporting attribution and feedback loops.
• Diagnose where AI-engaged leads and accounts stall or fail to progress and recommend changes to qualification routing handoff or follow-up logic.
• Use funnel data to prioritize use cases and determine where AI xDR should expand change or stop.

• Serve as the primary business owner for AI xDR across Marketing xDR Sales Revenue Operations Sales Operations and Journey Architecture.
• Translate business policies and revenue-process requirements into specifications for technical builders and platform administrators.
• Establish decision rights governance documentation testing launch readiness and ongoing change-management processes.
• Lead expansion planning across regions segments platforms and use cases.

• Partner with Qualified Outreach CRM marketing automation and related platform owners to ensure workflows reflect approved qualification routing and handoff 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.

• 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.

• 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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