Senior Director, Field Operations — AI-Driven GTM Execution

Abnormal; United States; Remote; USD 230,000 - 330,000; Full time

Job summary

Abnormal is seeking a senior leader to drive Field Operations across segments, regions, and partners. You will lead a team of Field Operations managers, shape the operating model, and translate strategy into field execution with data-backed forecasting.

You will partner with senior GTM leaders to design territory coverage, capacity planning, and resource allocation, while ensuring robust processes and AI-enabled insights across the sales lifecycle.

Qualifications

• 12+ years of experience in Revenue Operations, Sales Operations, or 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 leaders.
• Strong analytical and problem-solving skills, with experience defining metrics and translating data into actionable insights for executive audiences.
• Proven experience designing 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.
• 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. Coach and develop a team of Field Operations managers and directors and build a bench of future leaders with succession plans.
• Own the operating model across segments, regions, and channel with scalable, repeatable frameworks for growth.
• Turn strategy into field execution with annual and quarterly planning, targets, capacity, territories, and quotas.
• Make the forecast trustworthy by standardizing processes and using analytics and AI-enabled forecasting.
• Own the field operating rhythm with pipeline and forecast reviews, QBR inputs, and dashboards.
• Raise the bar on process and execution through full-funnel sales process improvements across segments and channels.
• Lead strategic planning and resource allocation including territory design and capacity planning across teams and regions.
• Make systems work for the field by aligning GTM tools (Salesforce, forecasting, analytics) with field selling.
• Put AI to work by collaborating with AI teams to enhance pipeline precision and reduce manual CRM effort.
• Co-lead cross-functional initiatives from planning through adoption across Sales, Marketing, CS, Channel, and Finance.
• Be a strategic partner to executives with data-driven recommendations and risk tradeoffs.

Skills

Revenue Operations

Sales Ops

GTM Analytics

Forecasting

AI in GTM

Stakeholder management

Territory design

Change management

Ambiguity tolerance

Executive communication

Tools

Salesforce

BI tools

Job description

Abnormal is seeking a senior leader to drive Field Operations across segments, regions, and partners. You will lead a team of Field Operations managers, shape the operating model, and translate strategy into field execution with data-backed forecasting.

You will partner with senior GTM leaders to design territory coverage, capacity planning, and resource allocation, while ensuring robust processes and AI-enabled insights across the sales lifecycle.