Sales Operations Analyst

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.

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.
• Assign territory and accounts to new hires - validation of accounts in territory, confirming holdovers, and executing account moves in partnership 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 AE requests, using volume patterns to prioritize what gets automated next.

• 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.

• 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.

To support collaboration with the team and stakeholders, candidates located in Eastern Time Zone is strongly preferred.