Director, Deal Strategy Operations

Job not on LinkedIn

🔥 1 minute ago

🇺🇸 United States – Remote

💵 $204k - $240k / year

⏰ Full Time

🔴 Lead

⚙️ Operations

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 3%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Abnormal Security

WebsiteLinkedInAll Job Openings

501 - 1000 employees

🔒 Cybersecurity

Cybersecurity

Abnormal Security is a provider of cloud-native email security solutions that specializes in preventing a wide array of cyber threats. The company focuses on protecting businesses from attacks such as phishing, malware, ransomware, and social engineering, ensuring total protection for corporate email systems. Their offerings include business email security, phishing detection, and securing against account takeovers, making them a leader in the computer and network security space.

📋 Description

• Lead Deal Strategy for strategic enterprise deals, partnering with Account Executives, sales leaders, and executives on commercial structures • Design multi-product bundles, enterprise license agreements, multi-year terms, expansions, and renewals • Balance customer needs with margin, revenue quality, and long-term value guardrails • Bring recommendations to leadership when deals require exceptions • Own day-to-day Deal Desk intake and approvals, with clear service levels, especially at quarter close • Review and resolve non-standard 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 • Design AI and agentic workflows for quoting, field guidance, deal approvals, and policy questions • Partner with Revenue Systems on next-generation CPQ, approval workflows, and pricing and packaging changes • Write and maintain deal playbooks, approval matrices, and guidelines • Enable sellers and sales leaders with guidance, tools, and training across regions and segments • Hire, develop, and lead a high-performing deal strategy and deal desk team • Collaborate with Sales, Finance, Legal, Revenue Systems, Product, and Order Management across the deal lifecycle

🎯 Requirements

• 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 experience 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, including discounting, pricing and packaging, payment terms, bookings policy, and revenue recognition implications • Hands-on experience with Salesforce and CPQ quoting and approval workflows • Strong commitment to CRM data quality • Experience designing or rebuilding deal approval processes, policies, and service levels at scale and under quarter-end pressure • Demonstrated experience applying AI and automation to deal workflows • Strong partnership with Finance, Order Management, and Legal • Ability to influence senior sales leaders and say no constructively when a deal does not fit • Exceptional communication skills and ability to turn complex commercial tradeoffs into clear recommendations • Nice to have: experience with SpotDraft, Maxio, NetSuite, Gong, Snowflake, and Sigma • Nice to have: experience leading or contributing to a CPQ implementation or replacement • Nice to have: background in cybersecurity or another technical, enterprise-focused category • Nice to have: experience supporting global deal operations across EMEA and APJ

🏖️ Benefits

• Bonus or incentive compensation eligibility • Equity eligibility • Comprehensive benefits package • Pre-employment checks in line with applicable legislation and company security and privacy standards