About the Role

Abnormal AI is seeking an Mid-Market Sales Engineer to join our growing Sales Engineering team. As an Mid-Market 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 business opportunities and help organizations conquer their most intractable email and identity-driven security challenges.

In partnership with Mid-Market 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 Security’s platform, and owning and driving successful outcomes for Enterprise-scale Proof of Value (POV) programs.

The ideal candidate for this role will be located in the Chicago area and 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 Security’s products, platform, and security posture
• Obsessively drive customer satisfaction and successful business outcomes

Must Have

• 3+ years of Sales Engineering experience OR relevant industry experience
• 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

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 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

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