Note: The job is a remote job and is open to candidates in USA. Abnormal AI is a security company focused on protecting organizations from email- and identity-driven threats. The Mid-Market Sales Engineer serves as a primary technical advisor, leading customer discovery, demonstrations, architecture discussions, and Proof of Value programs to support complex sales opportunities and successful customer outcomes.
Responsibilities
- 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 and implement AI Security solutions across email, identity, and other verticals in the security stack
- Educate sales executives and partners on Abnormal Security’s products, platform, and security posture
- Obsessively drive customer satisfaction and successful business outcomes
Skills
- * 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
- * Understand and construct presentations on new products and iterate rapidly
- * Sales Engineering experience OR relevant industry experience OR can demonstrate technical aptitude
- * 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 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
- * Curiosity to understand not only that a product works, but how/why it works
- * Experience with enterprise email security platforms (Proofpoint, Mimecast, Cisco, Barracuda, etc.)
- * Basic understanding of cyber security tools including: EDR, Firewall, SIEM, ITP, etc and how those tools work together
- * 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 SaaS 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
Benefits
- Bonus or incentive compensation may be available.
- Equity may be available.
- A comprehensive benefits package.
Company Overview
Company H1B Sponsorship