Senior Technical Enablement Manager (Pre-Sales)

Abnormal

3d•$133,900 - $192,500

About The Position

As Senior Technical Enablement Manager (Pre-Sales), you will teach Abnormal’s Sales Engineers and Account Executives how to communicate the value of its behavioral AI platform. You will turn technical product knowledge into outcome-driven narratives that sellers can use with a range of customer personas, from practitioners to CISOs. The role emphasizes teaching demo strategy, value, competitive positioning, and proof of customer outcomes—not simply describing features. You will own and deliver technical enablement, including new-hire bootcamp, live and virtual training, and presentations at offsites and other enablement events. You will evolve technical onboarding and content, establish and assess readiness standards with pre-sales management, identify team readiness gaps, and help the field understand competitive approaches and execute value-based proofs of value (POVs). You will collaborate with Product, Product Marketing, Competitive Intelligence, Enablement Programs, and Content teams to keep training current, clear, and useful in seller conversations. Abnormal describes itself as an AI-built company with more than 5,000 customers and 30% of the Fortune 500 trusting it to protect their people. The posting says that in July 2026 the company extended its Behavioral AI platform beyond email into identity and AI security, including Identity Threat Protection, Infiltration Prevention, and AI Governance.

Requirements

Bachelor’s degree or equivalent practical experience.
Experience in pre-sales technical enablement, technical training, sales engineering, or a closely related role.
Strong cybersecurity domain knowledge, including email or identity security, and familiarity with cloud-based SaaS architectures and common enterprise technologies.
Proven experience delivering live and virtual technical training to pre-sales audiences.
Demonstrated ability to teach value-based demos, competitive positioning, and POV strategy, rather than only product functionality.
Excellent presentation presence, pacing, and audience engagement skills.
Ability to distill complex technical concepts into clear, seller-focused takeaways.
Willingness to travel for bootcamps, offsites, and key enablement events.

Nice To Haves

Prior experience as a Sales Engineer or in a highly adjacent pre-sales role.
Experience training enterprise Sales Engineers or pre-sales teams at scale.
Strong cybersecurity background and understanding of customer challenges across practitioner, manager, and executive personas.
Familiarity with the competitive email or identity security landscape.
Experience designing or owning technical certification and readiness programs.
Strong partnership skills with Product, Product Marketing, Competitive Intelligence, and Enablement Programs teams.
Background delivering technical enablement tied to deal execution and POVs.

Responsibilities

Own and deliver the technical core of new-hire bootcamp, covering value-based selling, demo strategy and narrative, competitive positioning, and POV-focused technical education.
Lead live and virtual enablement sessions for Sales Engineers and Account Executives, focused on applying learning to customer outcomes.
Present technical sessions at offsites and enablement events as the main presenter.
Design training that explains why capabilities matter, how sellers should discuss them, and what questions to ask and expect during demos and evaluations.
Keep enablement sessions concise, structured, and centered on clear takeaways.
Partner with Enablement Programs to own and continuously improve technical onboarding content, especially for demo, competitive, and POV readiness.
Partner with pre-sales management to define and enforce technical certification and readiness gates; assess competency through live delivery, certification exercises, and observed execution.
Identify readiness gaps, patterns, and risks across the team and communicate them to leadership.
Run competitive deep dives on architectural differences, strengths and limitations of competing approaches, and effective Abnormal positioning.
Train pre-sales teams to scope, narrate, and defend value-based POV outcomes.
Collaborate with Competitive Intelligence, Product Marketing, and Product to reflect current market realities while focusing on seller needs.
Partner with Enablement Programs and Content to create and evolve demo talk tracks and narratives, competitive frameworks and positioning guides, and technical POV enablement materials.
Prioritize clarity and seller application over feature coverage, refining content based on field feedback and observed execution.