This role pays less than
65%
of similar roles. Most pay
$148,325–$219,387
— the shaded band above.
At the midpoint, this role pays about
$162k
versus about
$184k
for comparable roles.
Based on 239 similar postings.
Employer
About Okta Inc
Okta, Inc. is an American identity and access management company based in San Francisco. It provides cloud software that helps companies manage and secure user authentication into applications, and for developers to build identity controls into applications, websites, web services, and devices.[
Okta Inc currently has
137 open roles
on FindRole.
Listed pay typically runs
$174,000–$239,000
across 137 roles with salary data.
The AI Journey Operations Manager joins the Global Demand Center to own the business strategy, qualification framework, and operating model for AI-assisted xDR capabilities. This cross-functional role involves defining qualification logic for various inbound motions, designing routing rules, and establishing handoff protocols between automated systems and human sales teams. The successful candidate will translate complex business requirements into technical specifications, manage governance, and optimize performance across the funnel to drive measurable revenue outcomes. Key responsibilities include overseeing workflow implementation and ensuring alignment between marketing and sales operations. Candidates should possess expertise in B2B demand generation, revenue operations, and AI-enabled engagement tools like Qualified, Outreach, Salesforce, Marketo, Common Room, or Clay. The role focuses on solving the challenge of integrating intelligent automation into a cohesive, scalable go-to-market engine to improve lead progression and pipeline efficiency.
Define qualification frameworks and criteria for AI-assisted engagement across various inbound and triggered motions.
Design routing logic, handoff thresholds, and next-best-action rules to connect AI interactions with human sales follow-up.
Establish performance metrics and reporting loops to measure how AI-engaged leads progress through the revenue funnel.
Serve as the primary business owner for AI xDR across Marketing, Sales, and Revenue Operations teams.
Translate complex business requirements into technical specifications for platform administrators and developers.
Manage governance, documentation, and change management processes for all AI-assisted engagement capabilities.
Oversee the implementation of automated workflows to ensure they align with intended business logic and operational goals.
What we're looking for
7+ years of experience in B2B demand generation, revenue operations, sales operations, marketing operations, or a related GTM 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 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 with xDR leadership, Sales Operations, Revenue Operations, and Sales stakeholders.
Strong analytical ability to evaluate 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.