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

Requirements

5+ 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 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.

Benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Sales Engineeringtechnical discoveryarchitecture discussionsSaaS security modelsmulti-tenant cloud environmentsDNSTCP/IPTLSenterprise networking

technical presentation skillscommunication skillsindependent workcustomer focusownershippositive attitudeproblem-solvingbig picture thinking