About the Role
A great GTM strategy only matters if it changes what happens in the field. Turning insight into consistent behavior and predictable outcomes is the work, and at Abnormal we want to do it the AI-native way.
As Senior Director, Field Operations, you will own how our entire revenue organization plans, executes, and scales. This is a second-line leadership role: you will lead and develop a team of Field Operations leaders and their teams, and set the operating model they run across our Mid-Market, Enterprise, Strategic, and Channel organizations. You will sit at the intersection of GTM strategy, systems, and field execution, making sure the plans, rhythms, and tools the business relies on lead to better decisions and predictable outcomes at every level. You will work hand in hand with the leaders of Sales, Marketing, Customer Success, Channel, Finance, and GTM Operations, and bring a clear point of view on where the field should go next.
Our platform is expanding beyond email into identity and AI security, and our field motions are getting more varied with it: new segments, new partner paths, and more products in every conversation. That complexity is the opportunity. This is a role for a builder and a leader who wants to design modern operating models that balance speed, precision, and scale, develop the next generation of operations leaders, and help Abnormal lead in the age of AI.
What You Will Do
- Lead leaders. Lead, coach, and develop a team of Field Operations managers and directors, set priorities across the function, and build a bench of future leaders with clear succession plans.
- Own the operating model. Define and evolve the field operating model across segments, regions, and channel, building scalable, repeatable frameworks that hold up as the business grows up-market and through partners.
- Turn strategy into field execution. Partner with the CRO and GTM leadership on annual and quarterly planning, including targets, capacity, coverage, territories, and quotas, and translate the plan into clear execution across every sales organization.
- Make the forecast something leaders trust. Own the accuracy and consistency of global sales forecasting through standardized processes, advanced analytics, and AI-enabled forecasting approaches, and present forecast insight to executive leadership.
- Own the field operating rhythm. Set the cadence for pipeline and forecast reviews, inspection, QBR inputs, and performance dashboards across the organization.
- Raise the bar on process and execution. Drive sales process and execution excellence across the full funnel, supporting evolving motions across segments and channel-assisted deals.
- Lead strategic planning and resource allocation. Guide territory, capacity, and coverage design and segmentation models across multiple teams and regions, in partnership with Sales leadership, including change management at scale.
- Make our systems work for the field. Partner with RevOps and Systems leaders so GTM tools (e.g., Salesforce, forecasting, engagement, and analytics platforms) support how the field sells and inspects work.
- Put AI to work. Collaborate with internal AI development teams to launch AI-driven solutions that improve pipeline precision and reduce manual CRM effort, and set the standard for how AI shows up in field operations.
- Co-lead cross-functional initiatives. Guide new segment launches, partner motions, and pricing or packaging changes from planning through adoption across Sales, Marketing, Customer Success, Channel, and Finance.
- Be a strategic partner to executive leadership. Provide data-backed recommendations, highlight risks and tradeoffs, and help prioritize across competing initiatives.
Must Haves
- 12+ years of experience in Revenue Operations, Sales Operations, or related GTM functions within a high-growth B2B SaaS environment.
- 6+ years of experience leading and scaling operations, analytics, or GTM teams, including experience managing managers and developing other leaders.
- Strong analytical and problem-solving skills, with experience defining metrics and translating complex data into actionable insights for executive audiences.
- Proven experience designing and implementing scalable operating frameworks across forecasting, pipeline health, territory and coverage, and sales process, across multiple teams, segments, or regions.
- Demonstrated experience applying AI, advanced analytics, or automation to redesign operating models.
- Deep familiarity with GTM systems and data, including Salesforce and related analytics or forecasting tools.
- Strong stakeholder management and communication skills, with experience influencing senior GTM leaders and executives and managing change across teams.
- Experience with strategic planning and execution, including territory design, capacity planning, and resource allocation.
- Comfort operating in ambiguous environments while maintaining high execution standards.
- A continuous improvement mindset focused on balancing short-term execution with long-term scale.
Nice to Have
- Experience supporting channel partner motions and partner-influenced forecasting and pipeline inspection.
- Familiarity with AI-assisted forecasting tools or predictive pipeline health frameworks.
- Experience in companies scaling from Mid-Market into Enterprise or Strategic segments.
- Experience leading cross-functional operating model changes across multiple GTM functions (Sales, Marketing, CS, Channel).
#LI-ML2
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.
