Remote opportunity at
Abnormal AIDirector, Deal Strategy Operations
Abnormal AI is seeking a Director, Deal Strategy Operations to build and lead the function responsible for structuring, approving, and closing major enterprise deals. Operating remotely,…
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About This Role
Abnormal AI is seeking a Director, Deal Strategy Operations to build and lead the function responsible for structuring, approving, and closing major enterprise deals. Operating remotely, this position reports to the VP of Gtm Operations and encompasses two main areas: Deal Strategy, which involves partnering with sellers and executives to design commercial frameworks for high-value clients while maintaining business guardrails, and Deal Desk, which manages intake, approvals, non-standard terms, and…
Job Description
Abnormal AI is seeking a Director, Deal Strategy Operations to build and lead the function responsible for structuring, approving, and closing major enterprise deals. Operating remotely, this position reports to the VP of Gtm Operations and encompasses two main areas: Deal Strategy, which involves partnering with sellers and executives to design commercial frameworks for high-value clients while maintaining business guardrails, and Deal Desk, which manages intake, approvals, non-standard terms, and CRM accuracy. The organization has experienced rapid growth, reaching approximately $380M in ARR with a 50 percent year-over-year increase, serving over 5,000 customers and protecting a large portion of the Fortune 500. As the company expands its behavioral AI platform beyond email security, enterprise agreements have grown increasingly complex. This builder role requires leveraging AI-first workflows for quoting, field guidance, and policies to deliver swift answers to the sales team while ensuring robust governance. Ideal candidates will possess extensive background in B2B SaaS commercial operations, exceptional cross-functional collaboration skills, and expertise in scaling deal processes through advanced systems rather than headcount alone.
Responsibilities
- Lead deal strategy for strategic enterprise opportunities by collaborating with sales professionals and executives on complex commercial structures
- Balance customer requests with business guardrails to safeguard margins, revenue quality, and long-term enterprise value
- Manage daily deal intake and approval processes to ensure smooth progression through reviewers
- Review and resolve non-standard pricing, billing, and contractual requests alongside Finance, Order Management, and Legal
- Maintain accuracy and completeness for deal data and business justifications within Salesforce
- Design AI-enabled and agentic workflows to streamline quoting, approvals, and policy guidance for the field
- Partner with Revenue Systems on future quoting infrastructure, including CPQ and packaging structures
- Author and update deal playbooks, approval matrices, and policy guidelines
- Enable sellers and sales leaders globally with training and tools for autonomous deal structuring
- Hire, mentor, and direct a high-performing deal strategy and deal desk team focused on systems scalability
- Collaborate cross-functionally across Sales, Finance, Legal, Revenue Systems, Product, and Order Management
Requirements
- At least 8 years of experience in deal desk, deal strategy, revenue operations, or commercial finance at a high-growth B2B SaaS company
- Minimum of 3 years of experience leading teams
- Proven background in structuring six- and seven-figure ARR enterprise deals involving multi-product, multi-year, and enterprise license agreements
- Comprehensive understanding of SaaS deal economics, discounting, packaging, payment terms, bookings policy, and revenue recognition
- Hands-on operational knowledge of Salesforce and CPQ quoting and approval workflows with a focus on data quality
- Demonstrated experience designing or revamping deal approval frameworks and service levels under quarter-end pressure
- Practical experience integrating AI and automation into deal workflows while maintaining human review standards
- Demonstrated ability to influence senior sales leaders and collaborate with Finance, Order Management, and Legal
Qualifications
- Experience using tools within the existing ecosystem such as SpotDraft, Maxio, NetSuite, Gong, Snowflake, and Sigma
- Direct involvement in leading or contributing to a CPQ implementation or replacement
- Prior background in cybersecurity or another technical, enterprise-focused market sector
- Experience supporting global deal operations across EMEA and APJ regions
Core Skills
Benefits
- Base salary ranging from USD 204,000 to 240,000 per year
- Eligibility for bonus or incentive compensation
- Equity opportunities
- Comprehensive benefits package
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the remote work policy for this position?
The posting indicates that the location for this role is remote.
What is the salary range for the Director, Deal Strategy Operations role?
The base salary range is USD 204,000 to 240,000 per year, with potential eligibility for bonus or incentive compensation, equity, and a comprehensive benefits package.
What level of experience is required?
Candidates must have at least 8 years of experience in deal desk, deal strategy, revenue operations, or commercial finance at a high-growth B2B SaaS company, including a minimum of 3 years leading teams.
Sample Interview Questions
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