Marketing Automation Manager, AI Journey

The role

The AI Journey Operations Manager will own the business strategy, qualification framework, routing logic, operating model, and performance optimization for AI-assisted xDR capabilities. This role determines how AI-assisted qualification and engagement operates and connects to human xDR and Sales follow-up.

What you will do

• Own AI xDR qualification strategy
• Define qualification frameworks for AI-assisted engagement
• Partner with Revenue Operations, xDR leadership, Sales Operations, and Marketing
• Establish governance for qualification-model changes
• Design routing, handoff, and disposition models
• Define AI qualification criteria based on fit, intent, behavior, engagement, and account context
• Connect AI xDR to revenue outcomes
• Lead the cross-functional operating model
• Translate business policies into specifications for technical builders
• Guide workflow implementation

Required qualifications

• 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
• 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

Nice to have

• 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

Benefits

• Equity
• Bonus
• Health, dental and vision insurance
• 401(k)
• Flexible spending account
• Paid leave (including PTO and parental leave)
• RRSP with a match (Canada)
• Healthcare spending (Canada)
• Telemedicine (Canada)

About the company

Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. The company has a global community spanning over 20 offices worldwide.