Abnormal AI · 2 hours ago
Mid-Market Sales Engineer (Bay Area)
United States
Full-time
Remote
Mid Level
$134K/yr - $158K/yr
3+ years expAbnormal AI is seeking a Mid-Market Sales Engineer to join their growing Sales Engineering team. In this role, you will serve as the primary technical contact for customers, conducting product demonstrations and leading technical discussions to help organizations address their email and identity-driven security challenges.
Artificial Intelligence (AI)Cyber SecurityEmailInformation TechnologyNetwork Security
Responsibilities
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 Security’s products, platform, and security posture
Obsessively drive customer satisfaction and successful business outcomes
Qualification
Required
3+ 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 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
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
Preferred
Experience with enterprise email security platforms (Proofpoint, Mimecast, Cisco, Barracuda, etc.)
Technical background in messaging and internet security principles
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 integrating SaaS platforms via OAuth and REST APIs
Familiarity with SIEM platforms (Splunk, Sentinel) and SOC workflows
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