Sales Operations Analyst

About the Role

Abnormal AI’s Sales Operations team is the connective tissue between our go-to-market motion and the data, systems, and processes that power it. As an Analyst on the Sales Operations (“SOPs”) team, you'll be the first point of contact for our revenue-facing employees—onboarding new hires into our tech stack and operating cadences, owning key reporting initiatives, and spotting the manual, repeatable work worth automating. This is a high-visibility, high-impact role for someone energized by variety, who loves solving problems end-to-end, and who wants to build a career in revenue operations at a category-leading cybersecurity company.

What you will do

New Hire Onboarding

• Serve as the SOPS point of contact for all incoming new hires during their first 30 days. Proactively driving formalized sessions on their onboarding journey

• Conduct AE walkthroughs of their territory, operating cadences, addressing questions on systems/tools, and going into depth on what it takes to be a successful AE at Abnormal AE

• Assign territory and accounts to new hires - validation of accounts in territory, confirming holdovers, and executing account moves in partnership with with Regional Directors

• Evolve the reporting framework to properly assess overall AE performance for reps

• Partner with the enablement team and Sales Leaders to create action plans and surface findings of any AE performance gaps

• Maintain and continuously improve the SOPS onboarding checklist and documents. Ensuring resources for AEs remain up to date and are effective resources to answer common questions

Reporting

• Own the creation, distribution, and analysis of key Field Operations initiatives such as:

• New hire ramp & tenured AE reporting: activity metrics, tool adoption, quota attainment progression. Uncovering what’s working and what the risks are.

• SPIFF tracking and payout eligibility reports (weekly / end-of-quarter)

• Keep the business running operationally by being responsible for data hygiene scorecards: missing next steps, stale close dates, incomplete fields

• Support ad-hoc reporting requests

Territory Operations

• Validate territory assignments following re-carves or headcount changes

• Support quarterly and annual planning cycles with data pulls and cleanup sprints

• Lead Monthly hygiene clean up activities in SFDC

• Execute ongoing Salesforce hygiene projects: account merges, ownership transfers, field standardization

Sales Operations Automation

• Lead the shift from manual ticket logging to automated resolution for common issues—driving smoother field execution and cleaner processes

• Identify recurring SFDC errors (Opportunities, Accounts, CPQ) and route patterns to Sales Systems/IT for automated fixes, not one-off tickets

• Partner with IT and Sales Systems to build and ship automation for repeat manual processes and systems errors

• Own triage and response for inbound AErequests, using volume patterns to prioritize what gets automated next

Must Haves

• 2-3 years of experience in sales operations, revenue operations, business operations, or a related field

• Hands-on Salesforce experience

• Strong attention to detail and a process-first mindset — you catch the thing everyone else misses

• Clear, professional written communication; comfortable in a Slack-heavy async environment

• Ability to manage multiple requests simultaneously and prioritize under pressure

• Proficiency in Excel / Google Sheets for data validation and light analysis

Nice to Have

• Uses AI tools as a daily part of the workflow to move faster and deliver higher-quality work

• Familiarity with SFDC, Outreach, Gong, Highspot, or comparable GTM tools

• Experience with Sigma, Gong, or other BI/reporting platforms

• Prior experience in a help-queue or ticketing environment (Zendesk, Jira, Slack-based triage)

• Exposure to territory management, quota setting, or SPIFF program administration

• Background in B2B SaaS or cybersecurity

#LI-ME1

Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Base salary range:

$88,000—$126,500 USD

AI and our hiring process Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and identify areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person.

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.