Secure Every Identity, from AI to Human **Identity is the key to unlocking the potential of AI. the company secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. the company is building an AI-enabled demand engine that uses signals, automation, and intelligent engagement to identify, qualify, route, and progress the right buyers more effectively. The AI Journey Operations Manager will own the business strategy, qualification framework, routing logic, operating model, and performance optimization for AI-assisted xDR capabilities across the Global Demand Center. It is a senior, cross-functional capability-owner role responsible for determining how AI-assisted qualification and engagement should operate, how it connects to human xDR and Sales follow-up, and how it contributes to measurable funnel and pipeline outcomes.

The ideal candidate combines AI-enabled GTM experience, xDR/Sales process knowledge, demand generation, revenue operations, and journey strategy. They can translate business priorities into qualification logic, routing rules, AI engagement workflows, handoff requirements, measurement frameworks, and ongoing optimization plans. What You’ll DoOwn AI xDR qualification strategy ~ 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. ~ Define AI qualification criteria based on fit, intent, behavior, engagement, account context, and business priority.

Partner 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. ~ Establish consistent acceptance, rejection, disposition, recycling, and re-entry processes across Marketing, AI xDR, and Sales teams. ~ Identify and resolve leakage, latency, and ownership gaps between AI engagement and human follow-up. 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. ~ Diagnose where AI-engaged leads and accounts stall or fail to progress and recommend changes to qualification, routing, handoff, or follow-up logic. ~ Use funnel data to prioritize use cases and determine where AI xDR should expand, change, or stop. Serve as the primary business owner for AI xDR across Marketing, xDR, Sales, Revenue Operations, Sales Operations, and Journey Architecture. ~ Translate business policies and revenue-process requirements into specifications for technical builders and platform administrators. ~ Establish decision rights, governance, documentation, testing, launch readiness, and ongoing change-management processes. ~ Lead expansion planning across regions, segments, platforms, and use cases.

Guide workflow implementation ~ Partner with Qualified, Outreach, CRM, marketing automation, and related platform owners to ensure workflows reflect approved qualification, routing,



and handoff requirements. ~ Validate that implementation matches the intended business logic and revenue operating model. ~ Recommend technical or process changes based on funnel performance and stakeholder feedback.

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. ~ Solid analytical ability, including experience evaluating conversion, acceptance, progression, and pipeline performance. ~ Familiarity with Qualified, Outreach, Salesforce, Marketo, Common Room, Clay, or comparable GTM platforms.

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. Accuracy and effectiveness of AI-assisted qualification. ~ Speed and quality of AI-to-human handoffs. ~ Progression from AI engagement to meetings, opportunities, and pipeline. ~ Scalability and governance of the AI xDR operating model. #

📌 AI Journey Operations Manager (Quebec)
🏢 United States Digital Space
📍 Quebec