Deal Strategy Operations Director

About the Role

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. The first is Deal Strategy, where you'll partner with sellers and leadership to design commercial structures for high-value enterprise customers that meet what the customer needs and stay within the guardrails that keep our business healthy. The second is Deal Desk, where you'll 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.

The opportunity is growing quickly. Abnormal closed FY26 at roughly $380M in ARR, growing about 50% year over year, with more than 5,000 customers and over 30% of the Fortune 500 trusting us to protect their people. As we expand from email security into a broader behavioral AI platform, our deals are getting bigger and more complex: multi-product bundles, enterprise license agreements, and multi-year structures. 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, and 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, and bring clear recommendations to leadership when a deal needs an exception.
• 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, working closely with Finance, Order Management and Legal to apply policy consistently.
• Make CRM data trustworthy. Ensure deal approvals, business justifications, and associated data in Salesforce is accurate and complete.