[Hiring] Director, Deal Strategy Operations @Abnormal

Role Description

The best deals don't happen by accident. They're designed. As Director, Deal Strategy & Operations, you'll build and lead the function that shapes how Abnormal structures, approves, and closes its most important enterprise deals. Reporting to Ted Noble, VP of GTM Operations, you'll own two connected capabilities:

• Deal Strategy: Partner with sellers and leadership to design commercial structures for high-value enterprise customers.
• Deal Desk: Run the day-to-day engine of deal intake, approvals, non-standard terms, and related CRM data quality.

This is a builder's role for someone who wants to help make Abnormal the #1 AI-native company: you'll take an AI-first approach to quoting, field guidance, approvals, and policy, so the field gets fast, confident answers and the business gets consistent, well-governed deals.

As we expand from email security into a broader behavioral AI platform, our deals are getting bigger and more complex. You'll make sure every one of those deals is built to win today and to grow with the customer over time.

What You Will Do

• Lead Deal Strategy for strategic enterprise deals.
• Partner with Account Executives, sales leaders, and executives to design commercial structures for high-value opportunities, including:
  • Multi-product bundles
  • Enterprise license agreements
  • Multi-year terms
  • Expansion and renewals
• Balance customer needs with business guardrails.
• Translate what customers are asking for into structures that protect margin, revenue quality, and long-term value.
• Own Deal Desk operations.
• Run day-to-day deal intake and approvals, keeping deals moving quickly through the right reviewers with clear service levels, especially at quarter close.
• Validate non-standard terms.
• Review and resolve non-standard pricing, payment, billing, and contractual requests.
• Make CRM data trustworthy.
• Ensure deal approvals, business justifications, and associated data in Salesforce is accurate and complete.
• 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.

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.
• Strong partnership with Finance, Order Management and Legal.
• Exceptional communication skills, with the ability to turn complex commercial tradeoffs into clear recommendations.

Nice to Haves

• Experience with tools in our ecosystem, such as SpotDraft, Maxio, NetSuite, Gong, Snowflake, and Sigma.
• Experience leading or contributing to a CPQ implementation or replacement.
• Background in cybersecurity or another technical, enterprise-focused category.
• Experience supporting global deal operations across EMEA and APJ.

Compensation

Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Base salary range: $204,000 — $240,000 USD

Company Description

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.