Senior Director, Field Operations

The role

You will lead and develop a team of Field Operations leaders to own how the revenue organization plans, executes, and scales. You will design operating models and translate GTM strategy into field execution across Mid-Market, Enterprise, Strategic, and Channel organizations.

What you will do

• Lead, coach, and develop a team of Field Operations managers and directors
• Define and evolve the field operating model across segments, regions, and channel
• Partner with the CRO and GTM leadership on annual and quarterly planning
• Own the accuracy and consistency of global sales forecasting
• Set the cadence for pipeline and forecast reviews, inspection, QBR inputs, and performance dashboards
• Drive sales process and execution excellence across the full funnel
• Guide territory, capacity, and coverage design and segmentation models
• Partner with RevOps and Systems leaders to support GTM tools
• Collaborate with internal AI development teams to launch AI-driven solutions
• Co-lead cross-functional initiatives for segment launches, partner motions, and pricing changes

Required 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
• 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
• 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
• Experience with strategic planning and execution, including territory design, capacity planning, and resource allocation
• Comfort operating in ambiguous environments
• A continuous improvement mindset

Nice to have

• 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 multiple GTM functions (Sales, Marketing, CS, Channel)

Benefits

• Bonus or incentive compensation
• Equity
• Comprehensive benefits package

Before you apply

• Successful completion of pre-employment checks is required to progress to a final offer

About the company

Abnormal is an AI-native company whose platform is expanding beyond email into identity and AI security.