About the Role:

Abnormal AI is seeking an Enterprise Sales Engineer to join our growing Sales Engineering team. As an Enterprise Sales Engineer, you will serve as our customer’s primary technical contact, acting as a trusted technical advisor to security, email, and identity teams, crafting strategic, value-based business cases to win complex Enterprise opportunities and help organizations conquer their most intractable email and identity-driven security challenges.
In partnership with Enterprise Account Executives, you will be responsible for conducting in-person and remote product demonstrations, leading architecture-level technical discussions, articulating the technical and business value of Abnormal AI’s platform, and owning and driving successful outcomes for Enterprise-scale Proof of Value (POV) programs.
The ideal candidate for this role will possess the following skill set:

Ability to tie technology to measurable risk reduction and business outcomes at Enterprise scale
Ability to influence senior security, IT, and executive stakeholders in both virtual and in-person settings
High EQ; ability to read the room, engage stakeholders, demonstrate empathy, listen actively, and respond thoughtfully
Ability to create value-driven presentations and tell compelling stories (PowerPoint, Google Slides)
Strong discovery skills to uncover customer pain points, requirements, and strategic objectives

What You Will Do:

Serve as the technical authority and primary technical decision partner in enterprise sales cycles, from discovery through close, including full ownership of Proof of Value (POV) success criteria and outcomes
Lead architecture-level conversations with security, email, and identity teams
Run technical discovery that uncovers risk, not just requirements
Conduct technical and competitive landscape research to effectively address customer questions and objections
Confidently answer architecture-level and modern threat questions without deferring to Product or Engineering
Articulate why legacy secure email gateways fail against social engineering and identity-based attacks
Educate sales executives and partners on Abnormal AI’s products, platform, and security posture
Obsessively drive customer satisfaction and successful Enterprise outcomes

Must Have

5+ years of Sales Engineering experience OR relevant industry experience
Reside in territory (Atlanta, GA or Florida)
Demonstrated ability to lead technical discovery and architecture discussions with security, infrastructure, identity and compliance teams
Strong technical presentation and communication skills, both verbal and written
Ability to see and present the “big picture,” uncover complex business challenges, and architect solutions to solve customer needs
Ability to work independently in a fast-paced, high-impact Enterprise sales environment
Positive attitude, strong customer focus, and a high sense of ownership over customer results
Solid technical understanding of SaaS security models including multi-tenant cloud environments
Working knowledge of DNS, TCP/IP, TLS, and enterprise networking concepts as they relate to email and SaaS security

Nice to Have:

Experience with enterprise email security platforms (Proofpoint, Mimecast, Cisco, Barracuda, etc.)
Technical background in messaging and internet security principles
Hands-on experience with Microsoft Exchange Online / Microsoft 365 or Google Workspace
Strong understanding of SMTP mail flow, MX records and mail routing
Working knowledge of email authentication (SPF, DKIM, DMARC) and common failure modes
Strong understanding of Cloud SaaS infrastructure including identity services such as Azure AD / Entra ID / Google Identity
Ability to explain identity-driven and modern social engineering attacks and controls at an architectural level
Experience integrating Saa

S platforms via OAuth and REST APIs:

Familiarity with SIEM platforms (Splunk, Sentinel) and SOC workflows
Experience working with or alongside SOC incident response teams including creating incident response workflows
Security certifications (CISSP, CEH, or equivalent) for credibility with enterprise buyers

At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. Base salary range:$154,700—$182,000 USDAbnormal 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.