Sales Operations Analyst, EMEA & APJ

About this role

<p><strong>About the Role</strong></p> <p>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.</p> <p><strong>Key Responsibilities</strong></p> <p><strong>New Hire Onboarding </strong></p> <ul> <li>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</li> <li>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</li> <li>Assign territory and accounts to new hires - validation of accounts in territory, confirming holdovers, and executing account moves in partnership with with Regional Directors</li> <li>Evolve the reporting framework to properly assess overall AE performance for r</li> <li>Partner with the enablement team and Sales Leaders to create action plans and surface findings of any AE performance gaps</li> <li>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</li> </ul> <p><strong>Reporting </strong></p> <ul> <li>Own the creation, distribution, and analysis of key Field Operations initiatives such as:</li> </ul> <ul> <li>New hire ramp & tenured AE reporting: activity metrics, tool adoption, quota attainment progression. Uncovering what’s working and what the risks are.</li> <li>SPIFF tracking and payout eligibility reports (weekly / end-of-quarter)</li> <li>Keep the business running operationally by being responsible for data hygiene scorecards: missing next steps, stale close dates, incomplete fields</li> <li>Support ad-hoc reporting requests</li> </ul> <p><strong>Territory Operations</strong></p> <ul> <li>Validate territory assignments following re-carves or headcount changes</li> <li>Support quarterly and annual planning cycles with data pulls and cleanup sprints</li> <li>Lead Monthly hygiene clean up activities in SFDC</li> <li>Execute ongoing Salesforce hygiene projects: account merges, ownership transfers, field standardization</li> </ul> <p><strong>SOPS Help Queue Automation </strong></p> <ul> <li>Lead the shift from manual ticket logging to automated resolution for common issues—driving smoother field execution and cleaner processes</li> <li>Identify recurring SFDC errors (Opportunities, Accounts, CPQ) and route patterns to Sales Systems/IT for automated fixes, not one-off tickets</li> <li>Partner with IT and Sales Systems to build and ship automation for repeat manual processes and systems errors</li> <li>Own triage and response for inbound AE requests, using volume patterns to prioritize what gets automated next</li> </ul> <p><strong>EMEA POV Approval Board Operations</strong><strong>  </strong></p> <p>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.</p> <h2> </h2> <ul> <li>Own the weekly EMEA POV Approval Board logistics: rep confirmation outreach, attendee list and email prep, and live tracker maintenance</li> <li>Handle the recurring weekly messaging to reps and attendees on a set cadence</li> <li>After each session, capture notes and outcomes and prepare first-pass status updates (progressed / at risk / slipped) for leadership review</li> <li>Maintain the POV Board dataset and surface trends — approval rate, POV volume by theater and pod — within the recurring reporting</li> <li>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</li> </ul> <ul> <li><em>Note: the program design and the live call remain owned by the Director of International Field Operations; this role runs the operations around it</em></li> </ul> <p><strong>International Operations</strong><strong>  </strong></p> <ul> <li>Apply the correct operating model per theater — and reflect these differences in territory logic, holdover policy, and reporting</li> <li>Support the standup of new regions and subregions (territory creation, coverage design, and new-geo onboarding) as the international business expands</li> <li>Act as the international ops point of contact across EMEA and APJ time zones, so field teams are not blocked waiting on US hours</li> <li>Adapt global Sales Ops processes and onboarding for…