Director, Field Operations

1 month 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 and develop the Field Operations team by setting priorities, coaching for impact, and building scalable, repeatable operating models.
  • Translate GTM strategy into field execution by partnering on annual and quarterly planning for targets, capacity, coverage, territories, and quotas.
  • Improve the accuracy and consistency of global sales forecasting through standardized processes, advanced analytics, and AI-enabled approaches.
  • Own field operating rhythms, including pipeline and forecast reviews, inspection cadences, QBR inputs, and performance dashboards.
  • Drive sales process and execution excellence across the full funnel, including support for evolving segment motions and channel-assisted deals.
  • Lead territory, capacity, and coverage design in partnership with Sales leadership, including segmentation models and change management.
  • Partner with RevOps and Systems teams to ensure GTM tools (e.g., Salesforce, forecasting, engagement, and analytics platforms) support field selling and inspection workflows.
  • Collaborate with internal AI development teams to launch AI-driven solutions that improve pipeline precision and reduce manual CRM effort.
  • Co-lead cross-functional GTM initiatives (new segment launches, partner motions, pricing/packaging changes) through planning and adoption.
  • Act as a strategic partner to GTM leadership by providing data-backed recommendations, highlighting risks and tradeoffs, and helping prioritize initiatives.

Requirements

  • 8+ years of experience in Revenue Operations, Sales Operations, or related GTM functions within a high-growth B2B SaaS environment.
  • 3–5+ years of experience leading and scaling operations, analytics, or GTM teams.
  • Proven experience designing and implementing scalable operating frameworks across forecasting, pipeline health, territory & coverage, and sales process.
  • 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 analytical and problem-solving skills with experience defining metrics and translating complex data into actionable insights.
  • Strong stakeholder management and communication skills with experience influencing senior GTM leaders and managing change across teams.
  • Comfort operating in ambiguous, high-growth environments while maintaining high execution standards and a continuous improvement mindset.
  • Nice to have: Experience supporting channel partner motions and partner-influenced forecasting and pipeline inspection.
  • Nice to have: Experience scaling from Mid‑Market into Enterprise/Strategic segments and leading cross-functional operating model changes across Sales, Marketing, CS, and Channel.

Benefits

  • Base salary range: $212,500 — $250,000 USD.
  • Certain roles are eligible for a bonus.
  • Certain roles are eligible for restricted stock units (RSUs).
  • Company-provided benefits (role-dependent).

Interested in this position?

Apply directly on the company website

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