Manager of Enterprise Sales Engineering, Abnormal Security

• 6+ years of experience in Sales Engineering, with 2+ years managing enterprise pre-sales teams
• Ideal candidates will reside in or near the Bay Area, Los Angeles, or Seattle
• 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

Desirable

• Abnormal AI is seeking a Senior Sales Engineering Manager to lead our Large Enterprise & Major Accounts Sales Engineering team, supporting some of the world’s largest and most complex organizations, including Fortune 100 enterprises
• In this role, you will lead and inspire a team of elite Sales Engineers who serve as trusted advisors to CISOs, CIOs, and security leaders, helping them protect their organizations from advanced, identity-based email and cloud threats
• Ou will partner closely with Sales Leadership, Account Executives, and cross-functional teams to drive technical strategy, influence executive decision-makers, and consistently win complex, high-stakes deals
• This is a player-coach leadership role for someone who thrives in both strategic deal engagement and people leadership. You will set the standard for enterprise-grade technical excellence, customer empathy, and disciplined execution—while scaling a team capable of winning at the highest levels of the market maintaining a customer-first mindset
• 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