Field Operations Leader, AI-Driven GTM Strategy

Abnormal AI; United States; On-site; USD 230,000 - 330,000; Full time

Benefits offered by this job

Equity

Bonus potential

Comprehensive benefits

Job summary

Abnormal AI in the United States seeks a Senior Director, Field Operations to own how our revenue organization plans, executes, and scales. You will lead a team of Field Operations leaders across Mid-Market, Enterprise, Strategic, and Channel groups, shaping the operating model for speed, precision, and scale.

You will collaborate with Sales, Marketing, Customer Success, Channel, Finance, and GTM Operations, driving AI-enabled forecasting and data-driven decisions while guiding strategic

Qualifications

• 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 experience managing managers and developing other leaders.
• Strong analytical and problem-solving skills, with experience defining metrics and translating complex data into actionable insights for executive audiences.
• Proven experience designing and implementing scalable operating frameworks across 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, with experience 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.
• Comfort operating in ambiguous environments while maintaining high execution standards.
• A continuous improvement mindset focused on balancing short-term execution with long-term scale.

Responsibilities

• Lead leaders. Lead, coach, and develop a team of Field Operations managers and directors, set priorities across the function, and build a bench of future leaders with clear succession plans.
• Own the operating model. Define and evolve the field operating model across segments, regions, and channel, building scalable, repeatable frameworks that hold up as the business grows up-market and through partners.
• Turn strategy into field execution. Partner with the CRO and GTM leadership on annual and quarterly planning, including targets, capacity, coverage, territories, and quotas, and translate the plan into clear execution across every sales organization.
• Make the forecast something leaders trust. Own the accuracy and consistency of global sales forecasting through standardized processes, advanced analytics, and AI-enabled forecasting approaches, and present forecast insight to executive leadership.
• Own the field operating rhythm. Set the cadence for pipeline and forecast reviews, inspection, QBR inputs, and performance dashboards across the organization.
• Raise the bar on process and execution. Drive sales process and execution excellence across the full funnel, supporting evolving motions across segments and channel-assisted deals.
• Lead strategic planning and resource allocation. Guide territory, capacity, and coverage design and segmentation models across multiple teams and regions, in partnership with Sales leadership, including change management at scale.
• Make our systems work for the field. Partner with RevOps and Systems leaders so GTM tools (e.g., Salesforce, forecasting, engagement, and analytics platforms) support how the field sells and inspects work.
• Put AI to work. Collaborate with internal AI development teams to launch AI-driven solutions that improve pipeline precision and reduce manual CRM effort, and set the standard for how AI shows up in field operations.
• Co-lead cross-functional initiatives. Guide new segment launches, partner motions, and pricing or packaging changes from planning through adoption across Sales, Marketing, Customer Success, Channel, and Finance.
• Be a strategic partner to executive leadership. Provide data-backed recommendations, highlight risks and tradeoffs, and help prioritize across competing initiatives.

Skills

Revenue Ops leadership

GTM analytics

Sales operations

AI/automation experience

Forecasting systems

Stakeholder management

Territory design

Cross-functional collaboration

Tools

Salesforce

Forecasting tools

Job description

Abnormal AI in the United States seeks a Senior Director, Field Operations to own how our revenue organization plans, executes, and scales. You will lead a team of Field Operations leaders across Mid-Market, Enterprise, Strategic, and Channel groups, shaping the operating model for speed, precision, and scale.

You will collaborate with Sales, Marketing, Customer Success, Channel, Finance, and GTM Operations, driving AI-enabled forecasting and data-driven decisions while guiding strategic