Director, Deal Strategy Operations

1 hour, 32 minutes ago
Full-time
Executive
Sales and Business Development
Abnormal AI

Abnormal AI

Abnormal AI provides advanced email security solutions designed to block malicious email attacks, including credential phishing, business email compromise, and account takeover.

Internet Software & Services
Founded 2018

Description

  • Lead commercial strategy for strategic enterprise deals, including multi-product bundles, enterprise license agreements, multi-year terms, expansions, and renewals.
  • Own deal intake, approval workflows, service levels, and quarter-end deal desk operations.
  • Review non-standard pricing, payment, billing, and contractual terms with Finance, Legal, and Order Management.
  • Ensure Salesforce approvals, business justifications, and related CRM data are accurate and complete.
  • Design AI-powered quoting, field guidance, approval, and policy workflows while maintaining accuracy, auditability, and compliance.
  • Partner with Revenue Systems on CPQ, quoting, approval workflows, and pricing and packaging changes.
  • Maintain deal policies, approval matrices, playbooks, and field guidelines.
  • Enable sellers through guidance, tools, and training across regions and segments.
  • Hire, develop, and lead a high-performing deal strategy and deal desk team.
  • Collaborate cross-functionally with Sales, Finance, Legal, Revenue Systems, Product, and Order Management across the deal lifecycle.

Requirements

  • 8+ years of experience in deal desk, deal strategy, revenue operations, or commercial finance at a high-growth B2B SaaS company, including at least 3 years leading teams.
  • Experience structuring complex six- and seven-figure ARR enterprise deals, including multi-product, multi-year, and enterprise license agreements.
  • Deep understanding of SaaS economics, discounting, pricing and packaging, payment terms, bookings policy, and revenue recognition implications.
  • Hands-on experience with Salesforce and CPQ quoting and approval workflows, with strong CRM data quality practices.
  • Experience designing or rebuilding scalable deal approval processes, policies, and service levels.
  • Experience applying AI and automation to deal workflows with sound judgment about required human review.
  • Ability to partner with Finance, Order Management, and Legal and influence senior sales leaders constructively.
  • Exceptional communication skills and ability to explain complex commercial tradeoffs clearly.
  • Experience with SpotDraft, Maxio, NetSuite, Gong, Snowflake, or Sigma preferred.
  • CPQ implementation experience, cybersecurity or technical enterprise background, and global EMEA/APJ deal operations experience preferred.

Benefits

  • Base salary range of $204,000–$240,000 USD.
  • Potential bonus or incentive compensation.
  • Potential equity package.
  • Comprehensive benefits package.

Interested in this position?

Apply directly on the company website

Apply Now

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