<h2>About the Role</h2> <p>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.</p> <p>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 AI’s platform, and owning and driving successful outcomes for Enterprise-scale Proof of Value (POV) programs.</p> <p>The ideal candidate for this role will be located in the <strong>Ohio Valley </strong>region (Detroit, Cincinnati, Louisville, Columbus, Nashville or Memphis ideally) and possess the following skill set:</p> <ul> <li>Ability to tie technology to measurable risk reduction and business outcomes at Enterprise scale</li> <li>Ability to influence senior security, IT, and executive stakeholders in both virtual and in-person settings</li> <li>High EQ; ability to read the room, engage stakeholders, demonstrate empathy, listen actively, and respond thoughtfully</li> <li>Ability to create value-driven presentations and tell compelling stories (PowerPoint, Google Slides)</li> <li>Strong discovery skills to uncover customer pain points, requirements, and strategic objectives</li> <li>Understand and construct presentations on new products and iterate rapidly.</li> </ul> <h2>What You Will Do</h2> <ul> <li>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</li> <li>Lead architecture-level conversations with security, email, and identity teams</li> <li>Run technical discovery that uncovers risk, not just requirements</li> <li>Conduct technical and competitive landscape research to effectively address customer questions and objections</li> <li>Confidently answer architecture-level and modern threat questions without deferring to Product or Engineering</li> <li>Articulate why legacy secure email gateways fail against social engineering and identity-based attacks</li> <li>Educate and implement AI Security solutions across email, identity, and other verticals in the security stack.</li> <li>Educate sales executives and partners on Abnormal AI’s products, platform, and security posture</li> <li>Obsessively drive customer satisfaction and successful business outcomes</li> </ul> <h2>Must Have</h2> <ul> <li>Sales Engineering experience OR relevant industry experience OR can demonstrate technical aptitude.</li> <li>Demonstrated ability to lead technical discovery and architecture discussions with security, infrastructure, identity and compliance teams</li> <li>Strong technical presentation and communication skills, both verbal and written</li> <li>Ability to see and present the “big picture,” uncover complex business challenges, and architect solutions to solve customer needs</li> <li>Ability to work independently in a fast-paced, high-impact sales environment</li> <li>Positive attitude, strong customer focus, and a high sense of ownership over customer results</li> <li>Solid technical understanding of SaaS security models including multi-tenant cloud environments</li> <li>Working knowledge of DNS, TCP/IP, TLS, and enterprise networking concepts as they relate to email and SaaS security</li> <li>Curiosity to understand not only that a product works, but how/why it works. </li> </ul> <h2>Nice to Have</h2> <ul> <li>Experience with enterprise email security platforms (Proofpoint, Mimecast, Cisco, Barracuda, etc.)</li> <li>Basic understanding of cyber security tools including: EDR, Firewall, SIEM, ITP, etc and how those tools work together.</li> <li>Technical background in messaging and internet security principles</li> <li>Hands-on experience with Microsoft Exchange Online / Microsoft 365 <em>or</em> Google Workspace</li> <li>Strong understanding of SMTP mail flow, MX records and mail routing</li> <li>Working knowledge of email authentication (SPF, DKIM, DMARC) and common failure modes</li> <li>Strong understanding of Cloud SaaS infrastructure including identity services such as Azure AD / Entra ID / Google Identity </li> <li>Ability to explain identity-driven and modern social engineering attacks and controls at an architectural level</li> <li>Experience integrating SaaS platforms via OAuth and REST APIs </li> <li>Familiarity with SIEM platforms (Splunk, Sentinel) and SOC workflows</li> <li>Experience working with or alongside SOC incident response teams including creating incident response workflows </li> <li>Security certifications (CISSP, CEH, or equivalent) for credibility with enterprise buyers</li> </ul> <p> </p> <p>#LI-ML2</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p>Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.<b