Director, AI-Driven Deal Strategy & Operations

Abnormal AI, Inc.; United States; On-site; USD 204,000 - 240,000; Full time

Job summary

Abnormal AI is seeking a Director of Deal Strategy & Operations to design and govern high‑value enterprise deals. You will lead Deal Strategy and Deal Desk, partnering with sales, finance, legal, and product to enable fast, well‑governed quotes and scalable processes.

Reporting to the VP of GTM Operations, you will build AI‑driven quoting and approvals, maintain playbooks, and mentor a growing team as deals become larger and more complex.

Qualifications

• 8+ years in deal desk/strategy or revenue ops 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

Deal desk

CRM data quality

Sales collaboration

AI/automation in workflows

Executive communication

Tools

Salesforce

CPQ

SpotDraft

Maxio

NetSuite

Gong

Snowflake

Sigma

Job description

Abnormal AI is seeking a Director of Deal Strategy & Operations to design and govern high‑value enterprise deals. You will lead Deal Strategy and Deal Desk, partnering with sales, finance, legal, and product to enable fast, well‑governed quotes and scalable processes.

Reporting to the VP of GTM Operations, you will build AI‑driven quoting and approvals, maintain playbooks, and mentor a growing team as deals become larger and more complex.