Abnormal AI · 1 hour ago
Manager, Enterprise Sales Engineering (West)
United States
Full-time
Remote
Senior Level
$196K/yr - $231K/yr
6+ years expAbnormal AI is seeking a Senior Sales Engineering Manager to lead their Large Enterprise & Major Accounts Sales Engineering team. The role involves leading a team of Sales Engineers to support complex organizations by providing technical strategies and ensuring successful engagement with key security stakeholders.
Artificial Intelligence (AI)Cyber SecurityEmailInformation TechnologyNetwork Security
Responsibilities
Recruit, hire, and develop a high-performing enterprise Sales Engineering team capable of supporting large, complex accounts
Coach SEs on enterprise discovery, executive storytelling, technical validation, and value-based selling
Establish clear performance expectations tied to technical win rate, POV success, and deal velocity
Build a culture of accountability, continuous learning, and customer obsession
Partner with Account Executives to define and execute technical strategies for large enterprise and major accounts
Lead account-based technical strategies to drive new logo acquisition and expansion within existing enterprise customers
Engage directly with CISO, CIO, and CTO stakeholders as a trusted technical and security advisor
Influence go-to-market strategy by sharing customer insights and competitive intelligence with Sales, Marketing, and Product teams
Lead complex enterprise sales cycles from discovery through Proof of Value (POV), ensuring clear security and business outcomes
Ensure the team effectively articulates Abnormal’s AI-native, behavior-based approach and differentiates against legacy secure email gateways and cloud security tools
Provide guidance on competitive positioning, architecture discussions, and security design reviews
Stay current on trends in email security, identity-based threats, AI-driven security, and SaaS ecosystems
Forecast and manage technical resource capacity, including POV and strategic deal support
Drive continuous improvement in technical sales methodology, enablement, and operational rigor
Partner with Product, Marketing, and Customer Success to ensure strong feedback loops and alignment on customer priorities
Conduct Quarterly Business Reviews (QBRs) to assess team performance, productivity, and progress against strategic goals
Qualification
Required
6+ years of experience in Sales Engineering, with 2+ years managing enterprise pre-sales teams
Proven success leading technical sales efforts for large, complex, multi-stakeholder deals
Strong understanding of email security, cloud applications, and networking fundamentals
Ability to communicate credibly with security executives and technical decision-makers
Experience owning and scaling Proof of Value programs for enterprise customers
High EQ, executive presence, and ability to influence cross-functional stakeholders
Preferred
Experience selling into Fortune 500 / Global 2000 organizations
Experience partnering closely with Product teams to shape roadmap and messaging
Strong data-driven approach to forecasting, coaching, and performance management
Background in AI-driven security platforms or cloud-native SaaS
Technical background in messaging and internet security principles
Experience with enterprise email security platforms (Proofpoint, Mimecast, Cisco, Barracuda, etc.)
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 working with or alongside SOC incident response teams including creating incident response workflows
Security certifications (CISSP, CEH, or equivalent) for credibility with enterprise buyers
Benefits
Bonus
Restricted stock units (RSUs)
Benefits
Company
Abnormal AI
Abnormal AI is the leading AI-native human behavior security platform.
1001-5000 employees
H1B Sponsorship
Abnormal AI has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (5)
Funding
Current Stage
Late StageTotal Funding
$534MKey Investors
Wellington ManagementCrowdStrike Falcon FundInsight Partners
2024-08-06Series D· $250M
2023-03-29Series Unknown
2022-05-10Series C· $210M
Leadership Team
Evan Reiser
Founder & CEO
Sanjay Jeyakumar
CTO, Co-Founder, and Head of R&D
Recent News
Company data provided by crunchbase