Manager, Enterprise Sales Engineering (West)

Abnormal

About The Position

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. You 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.

Requirements

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.

Nice To Haves

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

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.