Director, Field Operations

About the Role

Abnormal AI is looking for a Director, Field Operations to lead how our revenue organization plans, executes, and scales in an AI-native environment. This role sits at the intersection of GTM strategy, systems, and field execution and is responsible for ensuring insights translate into consistent behavior and predictable outcomes across Mid-Market, Enterprise, Strategic, and Channel teams.

This role partners closely with Sales, Marketing, Customer Success, Channel, Finance, and GTM Operations to reduce friction, improve decision quality, and establish operating rhythms that scale as the business grows up-market and through partners. The Director of Field Operations will shape modern operating models that balance speed, precision, and scalability across the GTM engine.

What you will do

• Lead and develop the Field Operations team by setting priorities, coaching for impact, and building scalable, repeatable operating models
• Translate GTM strategy into field execution by partnering with Sales and GTM leadership on annual and quarterly planning, including targets, capacity, coverage, territories, and quotas
• Improve the accuracy and consistency of global sales forecasting through standardized processes, advanced analytics, and AI-enabled forecasting approaches
• Own field operating rhythms, including pipeline and forecast reviews, inspection cadences, QBR inputs, and performance dashboards
• Drive sales process and execution excellence across the full funnel, supporting evolving motions across segments and channel-assisted deals
• Lead territory, capacity, and coverage design in partnership with Sales leadership, including segmentation models and change management
• Partner with RevOps and Systems teams to ensure GTM tools (e.g., Salesforce, forecasting, engagement, and analytics platforms) support how the field sells and inspects work
• Collaborate with internal AI development teams to launch AI-driven solutions that improve pipeline precision and reduce manual CRM effort
• Co-lead cross-functional GTM initiatives such as new segment launches, partner motions, and pricing or packaging changes through planning and adoption
• Act as a strategic partner to GTM leadership by providing data-backed recommendations, highlighting risks and tradeoffs, and helping prioritize across competing initiatives

Must Haves

• 8+ years of experience in Revenue Operations, Sales Operations, or related GTM functions within a high-growth B2B SaaS environment
• 3–5+ years of experience leading and scaling operations, analytics, or GTM teams
• Strong analytical and problem-solving skills, with experience defining metrics and translating complex data into actionable insights
• 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, with experience influencing senior GTM leaders and managing change across teams
• Comfort operating in ambiguous environments while maintaining high execution standards
• A continuous improvement mindset focused on balancing short-term execution with long-term scale

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)