About the Role
Abnormal was built to spot what everyone else misses. The same instinct should power how we run our business.
As Director, Revenue Systems & Analytics, you'll own the technology and the truth behind Abnormal's go-to-market engine. Reporting to Ted Noble, VP of GTM Operations, you'll lead the strategy, roadmap, and team behind our marketing, sales, and customer success tech stacks, and you'll build the executive-level analytics that show how the whole revenue machine actually performs, from first touch to renewal and expansion. This is a role for a restless builder: someone who sees a disconnected stack or a siloed dashboard as an invitation to redesign it, and who wants to help make Abnormal the #1 AI-native company, starting with how we go to market.
The scale is real and growing fast. Abnormal closed FY26 at roughly $380M in ARR, growing about 50% year over year, with more than 5,000 customers and over 30% of the Fortune 500 trusting us to protect their people. As we expand from email security into a broader behavioral AI platform, the motions get more complex: more products, more buying journeys, more handoffs between Marketing, Sales, and Customer Success. Your systems and your numbers will be what keeps all of it connected, and what lets leadership see clearly where growth is coming from next.
What You Will Do
- Own the GTM tech stack end to end. Lead strategy, architecture, and roadmap across the marketing, sales, and customer success technology ecosystems, treating them as one connected revenue platform rather than three separate toolsets.
- Build a roadmap that drives growth. Align every system investment to company strategy and revenue goals, prioritizing ruthlessly based on impact to pipeline, conversion, retention, and expansion.
- Lead with an AI-first approach. Define how AI and agentic workflows show up across the GTM stack, from automating manual work to surfacing insights reps and leaders can act on. Set the standard that AI accelerates decisions without sacrificing accuracy, auditability, or trust in the data.
- Make revenue analytics the single source of truth. Lead the Revenue Analytics function and build and maintain executive-level dashboards that show true end-to-end performance across the full customer lifecycle, so leaders from the CEO down are working from the same numbers.
- Break down silos. Design metrics, definitions, and reporting that cut across Marketing, Sales, and Customer Success, uniting every team around the shared goal of growth instead of functional scorecards.
- Govern data like it matters. Partner closely with Data and Finance on data quality, governance, and metric definitions so GTM reporting reconciles cleanly and holds up in board and executive settings.
- Manage the stack as a business. Own GTM software strategy, vendor relationships, budget, and renewals, consolidating where it makes sense and investing where it moves the needle.
- Build and lead the team. Hire, develop, and lead a high-performing team of systems, data, and analytics professionals, including people leaders, and grow the next generation of leaders within GTM Operations.
- Be a strategic partner to GTM leadership. Work hand in hand with Marketing, Sales, Customer Success, Finance, IT, and Security leaders to translate business priorities into systems and insights, and bring a clear point of view on what the data says about where to go next.
Must Haves
- 10+ years of experience in GTM systems, revenue operations, or revenue analytics at a high-growth B2B SaaS company, with at least 5 years leading teams.
- Proven track record owning a multi-function GTM tech stack (marketing, sales, and customer success) and delivering a strategic roadmap tied to revenue outcomes.
- Deep expertise in Salesforce as the core system of record, plus hands-on experience with a cloud data warehouse and BI platform for executive reporting.
- Experience building executive and board-level dashboards that connect the full funnel, from pipeline generation through bookings, retention, and expansion.
- Strong command of GTM metrics and definitions (pipeline, conversion, ARR, net and gross retention, forecast) and the credibility to defend them in front of senior leaders.
- Demonstrated experience bringing AI and automation into GTM systems and workflows, with sound judgment about where it helps and where it adds risk.
- Experience managing software budgets, vendor negotiations, and stack rationalization.
- Exceptional cross-functional leadership: the ability to align Marketing, Sales, Customer Success, Finance, and IT around shared priorities and shared numbers.
Nice to Haves
- Experience with tools in our ecosystem, such as Marketo, Gainsight, Gong, Snowflake, Sigma, Workato, and Highspot.
- Background in cybersecurity or another technical, enterprise-focused category.
- Experience scaling GTM systems and analytics through a multi-product or platform expansion.
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A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
