MidMarket Sales Engineer - Ohio Valley

Abnormal AI is hiring a Mid-Market Sales Engineer to serve as the primary technical contact and trusted advisor for customers’ security, email, and identity teams. The role partners with account executives to lead technical discovery and architecture discussions, demonstrate the platform, and drive successful Proof of Value outcomes.

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 and implement AI Security solutions across email, identity, and other verticals in the security stack
• Educate sales executives and partners on Abnormal AI’s products, platform, and security posture
• Obsessively drive customer satisfaction and successful business outcomes

Requirements:

• 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
• Understand and construct presentations on new products and iterate rapidly
• Sales Engineering experience OR relevant industry experience OR can demonstrate technical aptitude
• 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
• Curiosity to understand not only that a product works, but how/why it works
• Experience with enterprise email security platforms (Proofpoint, Mimecast, Cisco, Barracuda, etc.)
• Basic understanding of cyber security tools including: EDR, Firewall, SIEM, ITP, etc and how those tools work together
• 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