Director, Deal Strategy Operations

Abnormal Security

. Lead Deal Strategy for strategic enterprise deals, partnering with Account Executives, sales leaders, and executives on commercial structures .

Posted 10/16/2026full-timeRemote • United StatesLead💰 $204,000 - $240,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading deal strategy and operations within a high-growth B2B SaaS environment, focusing on structuring complex enterprise deals and ensuring CRM data quality. Proven ability to influence stakeholders and design efficient deal approval processes while leveraging AI and automation.

Highest-signal resume keywords

Deal Desk ManagementEnterprise Deal StructuringSaaS Deal EconomicsSalesforce CRM ProficiencyTeam Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Deal StrategyRevenue OperationsEnterprise License AgreementsPricing and PackagingDiscountingRevenue RecognitionAI and Automation in WorkflowsApproval Processes DesignCommercial FinanceB2B SaaS Experience

Soft Skills

Exceptional CommunicationInfluencing Senior LeadersConstructive Negotiation

Tools & Technologies

SalesforceCPQSpotDraftMaxioNetSuiteGongSnowflakeSigma

Industry Keywords

High-Growth B2B SaaSGlobal Deal OperationsEMEAAPJCybersecurity

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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