Senior Director, Field Operations

Abnormal

2d•$229,500 - $330,000

About The Position

The Senior Director, Field Operations owns how Abnormal’s revenue organization plans, executes, and scales. This second-line leadership role leads and develops Field Operations managers and directors and establishes the operating model used across Mid-Market, Enterprise, Strategic, and Channel organizations. The role connects GTM strategy, systems, and field execution to support better decisions and predictable outcomes. The Senior Director partners closely with Sales, Marketing, Customer Success, Channel, Finance, GTM Operations, the CRO, and other executives. The role designs scalable operating models for an expanding platform and increasingly varied field motions, develops future operations leaders, and applies AI to improve field operations.

Requirements

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 managing managers and developing other leaders.
Strong analytical and problem-solving skills, including defining metrics and translating complex data into actionable insights for executive audiences.
Proven experience designing and implementing scalable operating frameworks for forecasting, pipeline health, territory and coverage, and sales process across multiple teams, segments, or regions.
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, including influencing senior GTM leaders and executives and managing change across teams.
Experience with strategic planning and execution, including territory design, capacity planning, and resource allocation.
Ability to operate in ambiguous environments while maintaining high execution standards.
A continuous improvement mindset focused on balancing short-term execution with long-term scale.

Nice To Haves

Experience supporting channel partner motions and partner-influenced forecasting and pipeline inspection.
Familiarity with AI-assisted forecasting tools or predictive pipeline health frameworks.
Experience in companies scaling from Mid-Market into Enterprise or Strategic segments.
Experience leading cross-functional operating model changes across Sales, Marketing, Customer Success, and Channel.

Responsibilities

Lead, coach, and develop Field Operations managers and directors, set functional priorities, and build succession plans and a pipeline of future leaders.
Define and evolve the field operating model across segments, regions, and channel, creating scalable and repeatable frameworks.
Partner with the CRO and GTM leadership on annual and quarterly planning, including targets, capacity, coverage, territories, and quotas, and translate plans into field execution.
Own global sales forecast accuracy and consistency through standardized processes, advanced analytics, and AI-enabled forecasting, and present forecast insights to executive leadership.
Set the operating cadence for pipeline and forecast reviews, inspection, QBR inputs, and performance dashboards.
Drive sales process and execution excellence across the full funnel, including evolving segment and channel-assisted sales motions.
Guide territory, capacity, coverage, and segmentation design across teams and regions in partnership with Sales leadership, including change management at scale.
Partner with Revenue Operations and Systems leaders to ensure GTM tools support field selling and inspection.
Collaborate with internal AI development teams to launch AI-driven solutions that improve pipeline precision and reduce manual CRM work, and establish standards for AI in Field Operations.
Co-lead cross-functional initiatives such as new segment launches, partner motions, and pricing or packaging changes from planning through adoption.
Provide executive leadership with data-backed recommendations, highlight risks and tradeoffs, and help prioritize competing initiatives.