AI Journey Operations Manager

About This RoleAI processing…

Key Responsibilities

• 1
  Define how AI xDR performance will be measured across qualified engagement, human acceptance, meetings, opportunity creation, pipeline progression, and other agreed funnel outcomes.
• 2
  Connect AI xDR to revenue outcomes Define how AI xDR performance will be measured across qualified engagement, human acceptance, meetings, opportunity creation, pipeline progression, and other agreed funnel outcomes.

Requirements

• 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.
• 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.

Perks & Benefits