Abnormal Security

Compensation

Full Description

Job 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 with Sales and GTM leadership on annual and quarterly planning, including targets, capacity, coverage, territories, and quotas • Improve the accuracy and consistency of global sales forecasting through standardized processes, advanced analytics, and AI-enabled forecasting 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, supporting evolving motions across segments 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 how the field sells and inspects work • 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 such as new segment launches, partner motions, and pricing or 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 across competing 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 • Strong analytical and problem-solving skills, with experience defining metrics and translating complex data into actionable insights • Proven experience designing and implementing scalable operating frameworks across forecasting, pipeline health, territory and 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 stakeholder management and communication skills, with experience influencing senior GTM leaders and managing change across teams • Comfort operating in ambiguous environments while maintaining high execution standards • A continuous improvement mindset focused on balancing short-term execution with long-term scale Benefits: • certain roles are eligible for a bonus • restricted stock units (RSUs) • benefits