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.