AI-First Enterprise Deals Strategy & Ops Director

Abnormalsecurity; United States; Remote; USD 204,000 - 240,000; Full time

Benefits offered by this job

Equity

Comprehensive benefits package

Bonus potential

Job summary

Abnormalsecurity is seeking a Director of Deal Strategy & Operations to design, structure, and govern its largest enterprise deals. You will own Deal Strategy and Deal Desk, partner with Sales, Finance, Legal, and Revenue Systems, and drive AI-first quoting, approvals, and policy.

The role leads a growing team, supports 5,000+ customers, and aims to scale multi-product, multi-year agreements while maintaining margin and data quality across Salesforce and CPQ.

Qualifications

• 8+ years of experience in deal desk, deal strategy, revenue operations, or commercial finance at a high-growth B2B SaaS company, with at least 3 years leading teams.
• Proven track record structuring complex enterprise deals, including multi-product, multi-year, and enterprise license agreements, in the six- and seven-figure ARR range.
• Deep understanding of SaaS deal economics, including discounting, pricing and packaging, payment terms, bookings policy, and the revenue recognition implications of different structures.
• Hands-on experience with Salesforce and CPQ quoting and approval workflows, plus a strong commitment to CRM data quality.
• Experience designing or rebuilding deal approval processes, policies, and service levels that hold up at scale and under quarter-end pressure.
• Demonstrated experience applying AI and automation to deal workflows, with sound judgment about where it helps and where human review is required.
• Strong partnership with Finance, Order Management and Legal, and the credibility to influence senior sales leaders and say no constructively when a deal doesn't fit.
• Exceptional communication skills, with the ability to turn complex commercial tradeoffs into clear recommendations.

Responsibilities

• Lead Deal Strategy for strategic enterprise deals.
• Balance customer needs with business guardrails.
• Own Deal Desk operations.
• Validate non-standard terms.
• Make CRM data trustworthy.
• Build AI-first deal systems.
• Shape the future of quoting.
• Write and maintain deal policy.
• Enable the field.
• Build and lead the team.
• Be a trusted cross-functional partner.

Skills

Deal strategy

Leadership

SaaS revenue ops

CRM data quality

Cross-functional partner

Communication skills

AI in deals

Tools

Salesforce

CPQ

SpotDraft

Maxio

NetSuite

Gong

Snowflake

Sigma

Job description

Abnormalsecurity is seeking a Director of Deal Strategy & Operations to design, structure, and govern its largest enterprise deals. You will own Deal Strategy and Deal Desk, partner with Sales, Finance, Legal, and Revenue Systems, and drive AI-first quoting, approvals, and policy.

The role leads a growing team, supports 5,000+ customers, and aims to scale multi-product, multi-year agreements while maintaining margin and data quality across Salesforce and CPQ.