Director, Deal Strategy Operations

Remote · USD 204,000-240,000 · Remote · Posted Oct 16, 2026

At a glance

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.
You'll own two connected capabilities: Deal Strategy for high-value enterprise commercial structures, and Deal Desk for day-to-day intake, approvals, and CRM data quality.
This is a builder's role to take an AI-first approach to quoting, field guidance, approvals, and policy so the field gets fast answers and the business gets consistent deals.

Lead Deal Strategy for strategic enterprise deals, partnering with Account Executives and sales leaders to design commercial structures.
Balance customer needs with business guardrails to protect margin, revenue quality, and long-term value.
Own Deal Desk operations, running day-to-day deal intake and approvals with clear service levels.
Validate non-standard terms by reviewing and resolving pricing, payment, billing, and contractual requests with Finance, Order Management, and Legal.
Ensure Salesforce deal approvals, business justifications, and associated data are accurate and complete.
Build AI-first deal systems and agentic workflows to support quoting, field guidance, and approvals.
Partner with Revenue Systems on the design of next-generation quoting and approval experiences including CPQ.
Write and maintain deal policies, playbooks, approval matrices, and deal guidelines.
Enable the field by equipping sellers and sales leaders with guidance, tools, and training.
Hire, develop, and lead a high-performing team of deal strategy and deal desk professionals.

8+ years of experience in deal desk, deal strategy, revenue operations, or commercial finance at a high-growth B2B SaaS company.
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, discounting, pricing and packaging, payment terms, bookings policy, and revenue recognition implications.
Hands-on experience with Salesforce and CPQ quoting and approval workflows.
Experience designing or rebuilding deal approval processes, policies, and service levels.
Demonstrated experience applying AI and automation to deal workflows.
Strong partnership with Finance, Order Management, and Legal, with the ability to influence senior sales leaders.
Exceptional communication skills to turn complex commercial tradeoffs into clear recommendations.

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.