Abnormal Security

Lead and develop sales operations teams, translate GTM strategy into execution, and implement scalable operating models with a focus on analytics and AI integration. | Over 8 years in revenue or sales operations within high-growth environments, with experience in analytics, scalable frameworks, and AI/automation, plus strong stakeholder management. | 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

Manage customer portfolios through digital programs to drive adoption, retention, and growth while delivering digital engagements and collaborating across teams. | 2-4 years in customer success or SaaS customer-facing roles with strong analytical skills, digital lifecycle management experience, CRM platform familiarity, and excellent communication. | Description: • Manage a high-volume portfolio of customers through scalable, digital-first programs to drive adoption, retention, and growth • Design and execute targeted digital campaigns (e.g., nurtures, surveys, adoption programs) aligned with lifecycle stages • Monitor customer health and usage data to identify risks and take proactive actions • Deliver digital QBRs/EBRs and webinars to showcase ROI and strengthen engagement • Partner with Renewal Managers on retention strategies for at-risk accounts • Surface insights and adoption trends to inform product roadmap, content, and digital programs • Contribute to playbooks, automation models, and scalable best practices for digital success • Act as a trusted advisor using data and customer feedback to influence product, program, and content improvements Requirements: • 2–4 years of experience in Customer Success, Account Management, or SaaS customer-facing roles • Proven ability to drive adoption, retention, and growth through digital strategies • Strong analytical skills with experience interpreting customer health and usage data • Experienced in digital lifecycle management and scaling engagement through campaigns or automation • Excellent written and verbal communication skills for both digital and live customer interactions (e.g., webinars, virtual QBRs) • Familiarity with CRM and customer success platforms (e.g., Salesforce, Gainsight, Totango) • Knowledge of SaaS customer lifecycle stages and strategies for digital engagement • Collaborative team player who partners effectively across Sales, Renewals, Product, and Support • Comfortable articulating SaaS product features, benefits, and use cases • Able to balance multiple priorities across a large portfolio while staying organized and outcome-focused Benefits: • Eligible for a bonus • Restricted stock units (RSUs) • Benefits

Plan and execute regional and channel marketing programs, collaborate with sales and partners to drive pipeline growth, manage budgets and timelines, and track campaign performance. | 4-7 years B2B marketing experience with at least 2 years in field/channel marketing, knowledge of cybersecurity industry preferred, event management skills, analytics experience, and willingness to travel. | Description: • Plan, develop, and execute integrated regional and channel marketing programs—including webinars, executive events, trade shows, and third-party sponsorships—that drive demand and support sales goals, with a focus on the Southeast Region/POD. • Collaborate with sales, channel, and alliance partners to develop and execute a pipeline generation plan, implement joint initiatives, align on key priorities, and support pipeline growth through account-based marketing (ABM) strategies. • Localize and adapt corporate campaigns to ensure relevance for the SE market and alignment with business objectives. • Manage program budgets, calendars, and execution timelines to ensure campaigns are delivered on time, within budget, and with measurable impact. • Track and report campaign and partner performance metrics using marketing automation and CRM tools (e.g., Marketo, Salesforce, Sigma dashboards) to measure ROI and optimize results. • Support sales enablement by creating marketing materials, aligning with AEs and sales leadership, and ensuring coordination between Marketing and NE POD to meet bookings and revenue targets. Requirements: • 4-7 years of relevant B2B marketing experience in field, channel, or demand generation roles • Foundational knowledge of the cybersecurity industry and field/channel marketing functions • Experience organizing local, regional, and virtual events with the ability and willingness to roll up your sleeves and execute to get the job done • Metrics-driven marketer with analytics experience and a passion for proving results across the marketing and sales funnel • Minimum 2 years of B2B marketing experience in field, channel, or demand generation roles, preferably in the cybersecurity industry • Proven track record of planning and executing successful local, regional, and virtual marketing programs and campaigns that effectively generate pipeline • Strong interpersonal and collaboration skills with the ability to build trusted relationships across sales and cross-functional teams • Self-starter with an “owner mentality”—organized, proactive, and comfortable working autonomously in a fast-paced environment • Willingness to travel 10–15%, as needed Benefits: • At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons.