Okta4 days ago
AI Journey Operations Manager
Salary not specified
MARKET
15,866 ₽median for this role
Data Scientist · 112 jobs with disclosed pay
5,000half of the offers: 12,695–20,39643,793
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Bellevue
Responsibilities
- 01Own AI xDR qualification strategy
- 02Define qualification frameworks for AI-assisted engagement across priority inbound, account-based, product-led, customer, and signal-triggered motions
- 03Establish 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
- 04Partner with Revenue Operations, xDR leadership, Sales Operations, and Marketing to align AI qualification logic with lifecycle definitions and Sales acceptance requirements
- 05Establish governance for qualification-model changes, exceptions, and regional or segment-specific variations
- 06Design routing, handoff, and disposition models
- 07Define AI qualification criteria based on fit, intent, behavior, engagement, account context, and business priority
- 08Partner 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
- 09Design next-best-action rules, handoff thresholds, escalation paths, service-level expectations, and exception handling
- 10Establish consistent acceptance, rejection, disposition, recycling, and re-entry processes across Marketing, AI xDR, and Sales teams
- 11Identify and resolve leakage, latency, and ownership gaps between AI engagement and human follow-up
- 12Connect AI xDR to revenue outcomes
- 13Define how AI xDR performance will be measured across qualified engagement, human acceptance, meetings, opportunity creation, pipeline progression, and other agreed funnel outcomes
- 14Partner with Revenue Operations and Analytics to establish reporting, attribution, and feedback loops
- 15Diagnose where AI-engaged leads and accounts stall or fail to progress and recommend changes to qualification, routing, handoff, or follow-up logic
- 16Use funnel data to prioritize use cases and determine where AI xDR should expand, change, or stop
- 17Lead the cross-functional operating model
- 18Serve as the primary business owner for AI xDR across Marketing, xDR, Sales, Revenue Operations, Sales Operations, and Journey Architecture
- 19Translate business policies and revenue-process requirements into specifications for technical builders and platform administrators
- 20Establish decision rights, governance, documentation, testing, launch readiness, and ongoing change-management processes
- 21Lead expansion planning across regions, segments, platforms, and use cases
- 22Guide workflow implementation
- 23Partner with Qualified, Outreach, CRM, marketing automation, and related platform owners to ensure workflows reflect approved qualification, routing, and handoff requirements
- 24Validate that implementation matches the intended business logic and revenue operating model
- 25Monitor workflow accuracy, operational compliance, and downstream outcomes
- 26Recommend technical or process changes based on funnel performance and stakeholder feedback
Requirements
- 017+ years of experience in B2B demand generation, revenue operations, Sales operations, xDR operations, marketing operations, growth operations, or a related GTM operations discipline
- 02Experience with AI SDR or AI xDR platforms, conversational marketing, automated qualification, or agent-assisted engagement
- 03Demonstrated experience designing or operationalizing AI-assisted, automated, or rules-based qualification and engagement workflows in a B2B GTM environment
- 04Strong understanding of how Marketing, xDR, and Sales processes connect to opportunity creation and pipeline progression
- 05Experience defining business rules and translating them into technical workflow requirements
- 06Experience partnering directly with xDR leadership, Sales Operations, Revenue Operations, and Sales stakeholders
- 07Strong analytical ability, including experience evaluating conversion, acceptance, progression, and pipeline performance
- 08Ability to lead a complex cross-functional capability without direct authority
- 09Strong documentation, governance, and operating-process design skills
- 10Familiarity with Qualified, Outreach, Salesforce, Marketo, Common Room, Clay, or comparable GTM platforms