Enterprise Sales Engineer - TOLA

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 be located in the TOLA region 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 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 - 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.