Senior Director, Field Operations

About this role

About the Role A great GTM strategy only matters if it changes what happens in the field. Turning insight into consistent behavior and predictable outcomes is the work, and at Abnormal we want to do it the AI-native way. As Senior Director, Field Operations, you will own how our entire revenue organization plans, executes, and scales. This is a second-line leadership role: you will lead and develop a team of Field Operations leaders and their teams, and set the operating model they run across our Mid-Market, Enterprise, Strategic, and Channel organizations.

You will sit at the intersection of GTM strategy, systems, and field execution, making sure the plans, rhythms, and tools the business relies on lead to better decisions and predictable outcomes at every level. You will work hand in hand with the leaders of Sales, Marketing, Customer Success, Channel, Finance, and GTM Operations, and bring a clear point of view on where the field should go next. Our platform is expanding beyond email into identity and AI security, and our field motions are getting more varied with it: new segments, new partner paths, and more products in every conversation.

That complexity is the opportunity. This is a role for a builder and a leader who wants to design modern operating models that balance speed, precision, and scale, develop the next generation of operations leaders, and help Abnormal lead in the age of AI. What You Will Do 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.