Sales Operations Analyst, EMEA & APJ

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 International SOPS team, you'll be the first point of contact for our revenue-facing employees across EMEA and APJ-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.

Key Responsibilities
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 r


• 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

SOPS Help Queue 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

EMEA POV Approval Board Operations

• The POV (Proof of Value) Approval Board is our weekly EMEA forum where proposed customer proof-of-value trials are reviewed and approved before they begin - making sure each has clear success criteria, the right resourcing, and a strong likelihood of converting.


• Own the weekly EMEA POV Approval Board logistics: rep confirmation outreach, attendee list and email prep, and live tracker maintenance


• Handle the recurring weekly messaging to reps and attendees on a set cadence


• After each session, capture notes and outcomes and prepare first-pass status updates (progressed / at risk / slipped) for leadership review


• Maintain the POV Board dataset and surface trends - approval rate, POV volume by theater and pod - within the recurring reporting


• Continuously evolve how the Board runs - improving the way we track POVs today, the live tooling, and the rep/attendee communications - moving from the current manual cadence toward a lighter, more automated and self-serve model


• Note: the program design and the live call remain owned by the Director of International Field Operations; this role runs the operations around it

International Operations

• Apply the correct operating model per theater - and reflect these differences in territory logic, holdover policy, and reporting


• Support the standup of new regions and subregions (territory creation, coverage design, and new-geo onboarding) as the international business expands


• Act as the international ops point of contact across EMEA and APJ time zones, so field teams are not blocked waiting on US hours


• Adapt global Sales Ops processes and onboarding for international reality, and feed international edge cases back to the global SOPS team and automation roadmap


• Own resolution of ad hoc and non-standard operational requests that fall outside existing playbooks - driven by new products, processes, and regions - and codify the recurring ones into repeatable process

What We're Looking For

Required 3-5 year