Customer Success Operations Manager, Okta
EMEA
€80-110k
+ Offers equity (where applicable) + bonus
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
€80-110k
+ Offers equity (where applicable) + bonus
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- We are looking for an experienced, highly collaborative candidate with a growth mindset, exceptional analytical skills, and an appetite for constant improvement
- Demonstrated experience and success in GTM operations, customer success operations, or revenue operations, preferably within a SaaS and Enterprise business model
- Exceptional analytical and quantitative skills; good with numbers, highly logical in thinking, and capable of driving sound decision-making from complex data
- Deep understanding of the end-to-end customer journey, the enterprise software lifecycle, and business outcome attainment
- Strong proficiency in leveraging AI tools and applications to drive operational efficiency, process automation, and data analysis
- Outstanding collaboration and communication skills (both written and verbal), with a proven ability to partner with cross-functional teams, bridge gaps, and gain buy-in
- A strong growth mindset with an appetite for constant improvement, change management, and navigating high-growth, performance-focused environments
- Extreme attention to detail, specifically regarding data hygiene, governance, and operational rigour
- Deep experience with CRM and CS platforms (e.g. Salesforce.com, Gainsight) and data visualisation/reporting tools
- Proven track record of evaluating operational experiments and implementing successful learnings to optimise workflows
- True team player who is comfortable working with both global and local stakeholders to unify strategies
What the job involves
- The Senior Manager, Customer First Operations, EMEA will play a pivotal role in shaping and scaling our rapidly growing EMEA Customer First organisation
- Sitting within our EMEA GTM Operations team, working closely with the Global CX Operations team, this role acts as the primary operational partner for the EMEA VP of Customer First and other senior CX leadership
- You will be responsible for establishing and implementing operations rigour and standards for the CX team, spanning Customer Success and Technical Account Management (TAM), while working closely with adjacent teams including Renewals, Support, and Professional Services
- In this role, you will design, refine, and continuously optimise our Management Systems, bridging the gap between corporate strategy and regional execution to maximise Net Revenue Retention (NRR)
- You will be tasked with integrating the customer journey from sales through to customer success, ensuring that global and local standards are consistently adhered to and operate in support of our aggressive growth targets
- Be a trusted operational guardrail: Partner deeply with Global Operations to define and maintain strict consistency across processes, preventing regional drift or siloed operations while ensuring global standards support EMEA growth
- Establish and govern the Operating Rhythm: Maintain and govern the "operating rhythm" of the CX organisation. Ensure critical cadences (e.g. Get Well Plans, Account Reviews, Path to Green reviews, and Leader Cadences) run effectively with 100% execution and high data quality
- Drive Management System Optimisation: Act as the operational owner of the EMEA Customer First Management System. Working closely with the Global CX Operations team to translate strategy into predictable regional execution across three core pillars: KPIs, Standards, and Operating Cadences
- Enable Cross-Functional Handoffs: Actively drive Customer First execution by working with operations peers to improve critical intersections. Optimise the handoffs and alignment between Sales, Renewals, Support, Professional Services, and Customer Success
- Maintain Customer Lifecycle Visibility: Keep an uncompromised view of the broader customer lifecycle through every major phase: Purchase & Plan, Learn, Deploy & Adopt, Use & Grow, Renew & Expand, and Advocate
- Mitigate Risk via "Path to Green": Oversee the execution and accountability of regional "Get Well Plans", tracking Churn Dollars Saved against regional worst-case boundaries to proactively transition at-risk segments back to health
- Shift to Leading Metrics: Drive the regional shift from lagging performance indicators (Renewal & Expansion rates) to leading ones (Stakeholder Expansion, Outcome Attainment, Customer Health targets >80% Green, and Lead Pass generation)
- Provide Operational Muscle for Scaling: Evaluate operational experiments (e.g. Key Account initiatives) to test new methodologies, optimise workflows, and scale the organisation efficiently
- Deliver Executive Read-outs: Prepare and lead comprehensive Monthly and Quarterly Business Reviews (MBR/QBR) for regional and global stakeholders, delivering a unified, metrics-driven narrative of EMEA performance
- Manage Documentation Lifecycle: Own the quality, freshness, and accuracy of the internal documentation repository, including playbooks, customer asset standards (SBRs, MBRs, QBRs), and operational frameworks
- Capacity and Coverage Planning: Drive and support the resource planning process to ensure effective and efficient coverage of top priority accounts aligning with aligned coverage strategies and priorities
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. It aims to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company HQ
The East Cut, San Francisco, CA
Leadership
Todd McKinnon
(Co-Founder & CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Co-Founder & Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
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