AI Journey Operations Manager
$1–$1 year
HybridBellevue, Washington, United States
Job Summary
Define qualification frameworks and routing logic for AI-assisted xDR capabilities across inbound, account-based, and signal-triggered motions. Establish fit, behavior, and intent criteria to determine lead engagement, progression, or suppression while partnering with Revenue Operations, Sales, and Marketing to align lifecycle definitions. Design handoff thresholds, next-best-action rules, and exception handling to ensure seamless transitions between AI engagement and human follow-up. Diagnose funnel leakage and recommend optimization plans based on acceptance rates, meeting creation, and pipeline progression metrics. Lead the cross-functional operating model for AI xDR, translating business policies into technical specifications and governing decision rights across regions and segments.
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
Desired Qualifications
- 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
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