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 cyberse