<h2>About the Role</h2><p>Abnormal AI is seeking an <strong>Mid-Market Sales Engineer</strong> to join our growing Sales Engineering team. As an Mid-Market Sales Engineer, you will serve as our customer’s primary technical contact, <strong>acting as a trusted technical advisor to security, email, and identity teams</strong>, crafting strategic, value-based business cases to win complex business opportunities and help organizations conquer their most intractable <strong>email and identity-driven security challenges</strong>.</p><p>In partnership with Mid-Market Account Executives, you will be responsible for conducting in-person and remote product demonstrations, <strong>leading architecture-level technical discussions</strong>, articulating the technical and business value of Abnormal Security’s platform, and <strong>owning and driving successful outcomes for Enterprise-scale Proof of Value (POV) programs</strong>.</p><p>The ideal candidate for this role will be located in the <strong>Chicago </strong>area and possess the following skill set:</p><ul><li>Ability to tie technology to <strong>measurable risk reduction and business outcomes</strong> at Enterprise scale</li><li>Ability to influence <strong>senior security, IT, and executive stakeholders</strong> in both virtual and in-person settings</li><li><strong>High EQ</strong>; ability to read the room, engage stakeholders, demonstrate empathy, listen actively, and respond thoughtfully</li><li>Ability to create <strong>value-driven presentations</strong> and tell compelling stories (PowerPoint, Google Slides)<strong>Strong discovery skills</strong> to uncover customer pain points, requirements, and strategic objectives</li></ul><h2>What You Will Do</h2><ul><li>Serve as the <strong>technical authority and primary technical decision partner</strong> in enterprise sales cycles, from discovery through close, including <strong>full ownership of Proof of Value (POV) success criteria and outcomes</strong></li><li>Lead <strong>architecture-level conversations</strong> with security, email, and identity teams</li><li>Run technical discovery that uncovers <strong>risk, not just requirements</strong></li><li>Conduct technical and <strong>competitive landscape research</strong> to effectively address customer questions and objections</li><li>Confidently answer <strong>architecture-level and modern threat questions</strong> without deferring to Product or Engineering</li><li>Articulate <strong>why legacy secure email gateways fail</strong> against social engineering and identity-based attacks</li><li>Educate sales executives and partners on Abnormal Security’s products, platform, and security posture</li><li><strong>Obsessively</strong> drive customer satisfaction and successful business outcomes</li></ul><h2>Must Have</h2><ul><li>3+ years of Sales Engineering experience OR relevant industry experience</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></ul><h2>Nice to Have</h2><ul><li>Experience with enterprise email security platforms (Proofpoint, Mimecast, Cisco, Barracuda, etc.)</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>#LI-MC2</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><hr><p><br>At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. </p></div><div class="title">Base salary range:</div><div class="pay-range"><span>$133,910</span><span class="divider">—</span><span>$157,500 USD</span></div></div></div><div class="content-conclusion"><p><br>Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please <a href="https://abnormal.ai/aap-eeoc-statement" target="_blank"><span style="text-decoration: underline;"><em>click here</em></span></a>. If you would like more information on your EEO rights under the law, please <em><span style="text-decoration: underline;"><a href="https://abnormal.ai/eeoc-poster" target="_blank">click here</a></span></em>.</p></div>