Abnormal Security

Customer Success Manager

• Manage and grow a portfolio of customer relationships
• Ensure customer success, satisfaction, retention, and growth
• Align with customers on success criteria and drive adoption of best practices
• Deliver Business Reviews, prove ROI, and maximize value realization from the Abnormal platform
• Develop and execute strategic success plans aligned with customer goals and roadmaps
• Engage senior decision makers to guide customer strategy
• Identify upsell and cross-sell opportunities
• Maintain deep knowledge of Abnormal products and roadmap
• Educate customers on relevant features and drive platform adoption
• Establish trusted-advisor relationships and cultivate customer champions
• Partner with Sales, Product, Engineering, and Support teams
• Monitor customer health, anticipate risks, and coordinate remediation plans
• Provide feedback to internal teams

Senior Customer Success Manager – Fed/SLED

Account Executive

• Sell Abnormal AI security solutions within a defined territory and exceed new annual recurring revenue quota
• Manage enterprise accounts with more than 3,000 mailboxes from initial conversations through contract signing and upselling
• Prospect and generate new business opportunities to build sufficient sales pipeline
• Work with Customer Success on timely renewals and expansion opportunities
• Document results and maintain accurate data in Salesforce, Highspot, and Close Plan
• Represent customer and prospect needs to Sales Engineering/POV, Product, and Marketing teams
• Leverage demand generation through AE prospecting, SDRs, marketing, channel, and customer referrals
• Build business cases and quantify ROI for diverse stakeholder groups
• Share customer insights and deal lessons to support broader team learning

Enterprise Account Executive

• Serve as the primary liaison and main point of contact between assigned customers and internal teams
• Develop strategic customer relationships and guide platform adoption and success planning
• Deliver regular business reviews (QBRs/EBRs), communicate ROI, and align on success metrics to support retention and expansion
• Understand customers’ industries, goals, and challenges and provide tailored recommendations
• Promote awareness and usage of key platform features and provide ongoing customer education
• Monitor customer health, manage escalations, and collaborate with Product, Engineering, Support, and Sales teams
• Share actionable customer insights and feedback for product improvements
• Maintain expert knowledge of the product roadmap and communicate updates and enhancements to customers
• Coordinate with internal teams to develop and execute customer success plans and address risks proactively
• Drive successful onboarding, adoption, ongoing value delivery, customer satisfaction, and retention

Customer Success Manager, Enterprise

Consultant

• Lead implementation projects and initial training sessions for new customers
• Partner with Sales, Product, Support, and Customer Success to ensure seamless delivery and onboarding
• Own the transition from proof of value to deployment
• Ensure knowledge transfer of success criteria, technical environments, and timelines
• Consult on best practices and identify risks early
• Manage multiple customer implementation projects, ensuring scope, schedule, and quality are met
• Lead deployment kickoffs by gathering technical stack, success criteria, and timelines
• Conduct discovery to understand customer goals and align project plans
• Guide customers through configuration, integrations, and technical enablement
• Serve as the primary technical point of contact during deployment, managing status updates, risks, and escalations
• Build and maintain relationships with stakeholders, including executive-level customers
• Create and manage project plans, timelines, and documentation
• Collaborate with internal teams to refine implementation processes and delivery best practices

Professional Services Consultant, Spanish-Speaking

Account Manager

• Design, implement, and own a territory-wide channel strategy
• Identify focus partners and future coverage needs across the Nordics
• Own and grow partner-sourced pipeline and bookings across Sweden, Norway, Finland, and Denmark
• Identify, recruit, and onboard partners with Abnormal's channel and sales leadership and Nordics distributor
• Build go-to-market strategies and Partner Account Plans
• Align shared sales, marketing, and certification goals with focus partners
• Design and deliver channel enablement campaigns
• Create demand-generation programs and a country-by-country events calendar with channel marketing
• Connect regional sales teams with partners through partner interlocks, desk days, and joint call-outs
• Build relationships with partner principals, executives, and sales leadership
• Champion focus partners and route opportunities to investing partners
• Drive alignment between Abnormal field leadership and partner regional leaders
• Maintain expertise in Abnormal's competitive positioning
• Become a channel-topic expert and share knowledge with the wider CAM team

Senior Channel Account Manager

Salesforce Administrator

• Own end-to-end Salesforce CPQ configuration, including product rules, price rules, bundles, and approval flows
• Manage quote-to-cash workflows, including contract generation and e-signature integrations
• Serve as the primary point of contact for CPQ end users
• Provide troubleshooting, enablement, and documentation
• Own requirements intake for incoming Salesforce administrative requests
• Gather requirements, scope complexity, and route or prioritize work
• Handle and resolve low-complexity Salesforce configuration requests directly
• Use and evolve AI-assisted tooling for requirements gathering, documentation, and solution scoping
• Partner with Sales Operations, Marketing Operations, and other Salesforce administrators to move requests from intake to resolution

Senior Salesforce Administrator, GTM Systems

• Work the Salesforce administrative ticket queue and backlog end to end, scoping complexity, prioritizing work, and shipping resolutions for Sales Ops and cross-functional GTM stakeholders
• Serve as the dedicated Salesforce point of contact for top-of-funnel workstreams, including campaign infrastructure and lead/contact routing and personalization
• Build and maintain declarative, clicks-not-code solutions using Flow, validation rules, page layouts, record types, permission sets, and reports/dashboards
• Provide day-to-day Salesforce support to end users across the GTM organization
• Use and evolve AI-assisted tooling for requirements gathering and solution design
• Maintain documentation and end-user guides
• Escalate custom development, platform security, or integration requests to appropriate specialists
• Monitor and report on backlog health, including ticket volume, aging, and throughput, and flag capacity risks

Sales Engineer

• Serve as the technical authority and primary technical decision partner in enterprise sales cycles from discovery through close
• Own Proof of Value 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 address customer questions and objections
• Answer architecture-level and modern threat questions
• Explain 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
• Drive customer satisfaction and successful business outcomes

MidMarket Sales Engineer

Platform Engineer

• Contribute to the design, development, and operation of core components of Abnormal’s data platform.
• Build tools and services that make it easy for other teams to adopt and scale data systems.
• Help automate infrastructure and operations to improve reliability, performance, and scalability.
• Apply cutting-edge GenAI techniques to build smarter developer and operator experiences.
• Collaborate across engineering teams to solve scalability and reliability challenges.
• Take ownership of projects, delivering features end-to-end with guidance from senior engineers.

Software Engineer I, Data Platform

Accountant

• Own the preparation and review of monthly revenue-related reconciliations, rollforwards, and supporting schedules
• Prepare and review journal entries and flux analyses for revenue, deferred revenue, accounts receivable, commissions, and other related accounts
• Maintain complete, audit-ready documentation for recurring close activities, including organized workpapers, reconciliations, and supporting evidence
• Lead assigned revenue close deliverables, ensuring work is completed accurately, timely, and in accordance with established policies and controls
• Investigate and resolve accounting issues, unusual items, and reconciling differences in partnership with cross-functional stakeholders
• Support external audits by preparing support, coordinating requests, responding to inquiries, and documenting accounting positions
• Partner with Deal Desk, FP&A, Legal, and other teams to resolve operational issues and improve upstream process quality
• Identify and drive opportunities to streamline close activities through standardization, automation, and AI-enabled workflows

Senior Revenue Accountant

• Serve as the ‘voice of the customer’ and provide internal feedback on how we can better serve them to maximize customer value and retention.
• Schedule, prepare and deliver Business Reviews for customers, with the top priority of proving ROI that leads to renewals/expansion.
• Increase customer adoption of key platform features and best practices to maximize ROI, ensuring the basis for retention, satisfaction, and growth.
• Maintain a deep understanding of our product and roadmap, so you can guide customers to success and continue to drive up their Adoption Score.
• Educate customers on the most relevant features and functionality related to their specific requirements.
• Understand your customer’s industry trends, business challenges with email security, and current and potential use cases for Abnormal.
• With understanding of customer needs, establish a strategic, trusted advisor relationship at the highest relevant levels by guiding the customer on best practice usage of the platform to manage risk and meet/exceed their objectives.
• Develop and nurture Abnormal AI champions within your customer’s organization who advocate for the platform based on their positive experience.
• Engage customers’ senior decision makers to understand their evolving strategy for email security and to shape Success Planning informed by these goals.
• Work with the internal Account team and external customer stakeholders to formulate/maintain a Success Plan outlining how Abnormal AI addresses their immediate and future needs (with success metrics).
• Proactively monitor customer health to reach out to customers before risks or issues escalate and identify remediation options.
• Partner with Abnormal AI Account Team (Account Executives, Sales Engineers, Support Engineers, etc.) to ensure that customers renew and expand usage.
• Monitor customer user trends to recommend to internal teams risk mitigation actions (Product, Support, Services, etc.). Example: work with Engineering to stabilize customer’s advanced reporting needs based on repeated case escalations.
• Coordinate internal actions and schedule customer calls as necessary to address case issues and concerns and ensure all commitments are met.

• Serve as the ‘voice of the customer’ and provide internal feedback on how we can better serve them
• Schedule, prepare and deliver Business Reviews for customers
• Increase customer adoption of key platform features and best practices
• Maintain a deep understanding of our product and roadmap
• Educate customers on the most relevant features and functionality
• Understand customer’s industry trends and business challenges
• Develop and nurture Abnormal AI champions within your customer’s organization
• Engage customers’ senior decision makers to shape Success Planning
• Proactively monitor customer health and identify remediation options
• Partner with Abnormal AI Account Team to ensure customer renewals

• Drive Customer Value & Retention: Serve as the 'voice of the customer' internally, providing feedback to maximize value and retention. This includes preparing and delivering Business Reviews focused on proving ROI to secure renewals and expansion, while also increasing customer adoption of key platform features and best practices.
• Maintain Product Expertise: Continuously understand our product and roadmap to guide customers to success, boost their Adoption Score, and educate them on the most relevant features for their specific needs.
• Build & Nurture Relationships: Understand customer industry trends, email security challenges, and potential use cases for Abnormal. Establish a strategic, trusted advisor relationship with senior decision-makers, guiding them on best practices and developing internal champions for our platform.
• Lead Account Success Planning: Engage senior customer decision-makers to understand their evolving security strategy, shaping Success Plans with clear metrics. This involves collaborating with internal and external stakeholders to maintain these plans and proactively monitoring customer health to address risks and issues before they escalate.
• Collaborate & Mitigate Risk: Partner closely with our internal Account Team (Account Executives, Sales Engineers, Support Engineers, etc.) to ensure customer renewals and expansion. This also includes monitoring customer usage trends to recommend risk mitigation actions to internal teams (Product, Support, Services), and coordinating internal actions and customer calls to resolve case issues and meet all commitments.

Senior Customer Success Manager, Strategic

• Lead the 60-minute Identity deep-dive meeting for customers going deep on ITP, ITDR, ISPM, Identity Graph, or Adaptive Identity Reset
• Support the PoV motion for Identity/ITDR opportunities alongside senior specialists and the core AE/SE team
• Help define and validate PoV success criteria and CARE reports for identity attack scenarios
• Partner with Identity product management and engineering to stay current on capability, roadmap, and known gaps
• Contribute to the Identity threat library and competitive positioning content
• Participate in delivering technical training to SEs, AEs, PSCs, and TAMs as part of the Black Hat enablement curriculum
• Surface field feedback (win/loss themes, competitive gaps, capability requests) to senior team members for the product roadmap

Sales Engineer, Identity Threat Protection

• Act as the main point of contact for assigned customers, developing strategic relationships and guiding platform adoption and success planning
• Deliver regular business reviews (QBRs/EBRs), clearly communicating ROI and aligning on success metrics to support retention and expansion
• Understand customers’ industries, goals, and challenges to provide tailored recommendations and align internal and external stakeholders on success objectives
• Promote awareness and usage of key platform features, provide ongoing education, and identify opportunities for expanded adoption
• Proactively monitor customer health, manage escalations, and collaborate with Product, Engineering, Support, and Sales teams to resolve issues and share actionable insights
• Maintain expert knowledge of the product roadmap and communicate relevant updates and enhancements to customers
• Coordinate with internal teams to develop and execute customer success plans, addressing risks before they impact engagement or satisfaction