Channel is already Abnormal AI's largest route to market, driving over half of new annual contract value through resellers and distributors worldwide.

The successful candidate will own channel strategy end to end: re-energizing and deepening relationships with top partners, driving cross-sell of newer products into the shared customer base, expanding into strategic partners and regions where there is room to grow, and building the global team and programs to support it.

Responsibilities

• Own and scale Abnormal AI's global partner and channel strategy across resellers and distributors in North America, EMEA, and APJ
• Build and lead executive-level relationships with top-tier partners and open new strategic partnerships with enterprise-focused partners
• Design and run programs, incentives, and outreach that drive cross-sell of new products into the existing customer base through the channel
• Build the go-to-market motion that extends Abnormal AI beyond email security into new product categories through partners
• Own Public Sector channel strategy and partner relationships
• Build, develop, and scale a high-performing global channel organization
• Partner with Sales, Marketing, and Product leadership to align channel strategy with company priorities
• Establish channel performance metrics, forecasting, and reporting for executive and board-level visibility
• Represent Abnormal AI at partner and industry events globally

AI-Forward Hiring Abnormal AI expects GTM leaders to use AI as a structural advantage, not a productivity add-on.

Requirements

• 12+ years in channel/partner sales leadership, including 5+ years at the VP level or above
• Vendor-side (manufacturer) cybersecurity channel leadership experience
• Experience leading a global channel organization (NA, EMEA, and APJ), not solely the Americas
• Experience leading a team of 20+ through a comparable growth phase (e.g., scaling from roughly $500M to $1B+ in revenue)
• Direct, executive-level relationships with major channel partners and distributors in cybersecurity or adjacent enterprise software
• Ability to operate at startup speed in a hands-on, builder capacity, not solely within a large, highly resourced organization
• Experience designing programs and incentives that drive multi-product or cross-sell adoption through partners
• Experience with Public Sector channel dynamics, including Federal and SLED

Nice to Have

• Experience building or scaling a channel motion for a newly launched product category (e.g., AI-native security, identity, or SOC automation)
• Experience with Federal channel and large-enterprise partners (e.g., global integrators, infrastructure-led partners moving into cyber)
• Familiarity with MSP/MSSP partner motions
• Bachelor's degree in Business, Marketing, or a related field

Compensation The actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Base salary range: $290,700-$342,000 USD

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About the Role As a trusted L1 technical advisor, you'll own and resolve inbound support tickets, provide clear updates, and collaborate with Engineering to ensure high-quality resolutions. You'll also create internal and external knowledge base content, identify patterns in support interactions, and drive product improvements.

Requirements

• 4+ years of experience in technical support, ideally in cybersecurity, enterprise SaaS, or API-driven platforms
• Strong knowledge of email security fundamentals, SaaS platforms, and cloud ecosystems like Microsoft 365, Google Workspace, Slack, Okta, Splunk, Crowdstrike, Cortex SOAR, Rest API, or Zoom
• Proven ability to debug complex technical issues, analyze logs, and collaborate cross-functionally with Engineering and Product teams
• Excellent written and verbal communication skills
• Familiarity with support and collaboration tools like Zendesk, Salesforce, Jira, and Confluence
• A mindset for continuous learning and improving customer experience and internal support processes
• Experience with AI tools is a strong plus

Responsibilities

• Act as a trusted L1 technical advisor for enterprise customers
• Own and resolve inbound support tickets
• Provide customers with clear, timely updates and solution recommendations
• Collaborate closely with Engineering to ensure timely, high-quality resolutions
• Support seamless customer onboarding and engagement
• Create and maintain internal and external knowledge base content
• Identify patterns in support interactions to drive product improvements

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This is a highly strategic PMM role at the intersection of Product, customers, and go-to-market. You will work closely with Product and R&D to bring customer, market, and competitive insight into product and commercialization decisions, then own how those decisions come to life through positioning, launches, sales plays, and enablement.

As a senior member of the team, you will also be a strategic partner and mentor to other product marketers, helping raise the bar for PMM craft across the organization.

Responsibilities

• Create compelling, differentiated messaging and positioning.
• Bring product lines to market via internal and external launches, including sales enablement, press, digital, and other channels.
• Work across marketing teams to drive demand and pipeline for our product lines with acquisition and upsell messaging for multi-phase buyer journey.
• Support incremental updates and feature launches throughout the year with end-to-end launch strategy.
• Develop and keep fresh content including collateral, thought leadership and solution presentations, website content, videos, blogs and more to execute communication strategies and accelerate the buyer's journey.
• Conduct customer research to understand needs and requirements.
• Enable our sales teams and channel partners on the joint solution and the value proposition.
• Be a speaker externally.

Requirements

• 5 years of experience at a B2B SaaS cybersecurity company, with 3+ years in product marketing
• Written samples of external-facing content for cybersecurity buyers.
• Experience running product launches in a high velocity environment.
• Strong technical curiosity with past examples of explaining complex technical concepts to buyers.
• Excellent written and verbal communication skills.
• Strategic thinker who is able to get to work quickly and execute independently.
• Ability to effectively influence both internal and external stakeholders across all levels of the organization.
• Deep curiosity, excellent listening and empathy skills, and ability to get things done in a collaborative team environment
• A passion for Abnormal's mission and the success of our customers, partners, and community

Nice to Have

• Enjoys public speaking and evangelizing cybersecurity topics
• Experience with defining GTM strategies at growth-phase cybersecurity companies.

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The ideal candidate should possess a mix of experience, sales intuition, career ambition, team-oriented mindset, quota-driven mentality, empathy, humility, positivity, confidence, and the ability to handle rejection.

Responsibilities:

• Contact potential clients through outbound cold calls and emails
• Identify client needs and suggest appropriate products/services
• Proactively seek new business opportunities in the market
• Qualify leads from marketing campaigns as sales opportunities
• Exercise leadership, demonstrate effective sales planning, and work in a positive and motivating way with internal counterparts and external customers
• Meet or exceed monthly, quarterly, and yearly targets
• Effectively partner and work across sales teams
• Act as the subject matter expert on Abnormal AI's product offering

Must-Haves:

• 6 months to 1+ year of proven work experience as a Business Development Rep
• Fluency in German
• Representative, Sales Account Executive, or similar role
• Demonstrated ability to collaborate with a distributed sales team
• Capability to understand customer pain points, requirements, and correlate potential business to value
• Strong, professional communication skills , written, verbal, presentation
• Aptitude to manage numerous requests and time demands concurrently, while achieving production goals
• Hands-on experience with multiple sales techniques, including cold calls
• Experience leveraging AI tools in prospecting and day-to-day workflow
• Drive, grit, team-oriented: strong desire to compete and win
• BA/BS degree or relevant experience

Nice to Have:

• Experience with Outreach, Salesforce, Orum, Lusha, ActivelyAI, Glean, or Claude

About AI in our Process: Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person.

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This is a highly applied role for MLEs who thrive on building, iterating, and experimenting. Rather than focusing solely on model training, you will also be responsible for developing practical, end-to-end ML solutions. This includes but is not limited to generating and refining features, testing hypotheses, averaging signals, and translating research ideas into production-grade systems, all while collaborating cross-functionally to turn customer needs into measurable product improvements. The ideal candidate combines a tinkerer's mindset with technical rigor, balancing innovation with production excellence to drive experimentation, scale solutions, and deliver reliable detection capabilities that create meaningful customer impact in real-world environments.

Responsibilities

• Partner with Product Manager, Tech Lead and engineering stakeholders to align technical deliverables to roadmap milestones and ensure successful GA launches across supported environments.
• Own the full ML lifecycle for Misdirected Email, including data wrangling, feature engineering, model training and evaluation, deployment, and monitoring. Deliver iterative improvements with measurable reliability and customer impact.
• Run rigorous experiments and evaluations (offline metrics, online A/B testing, post-launch monitoring), set thresholds, and conduct targeted error analysis to prevent regressions.
• Communicate effectively across time zones, maintain high-quality technical documentation, and contribute to shared team knowledge.
• Participate in shared on-call rotation for owned components, with responsibilities focused on detection efficacy and realtime scoring systems. Priorities include resolving efficacy-related alerts, investigating high-visibility false positives, and addressing reported false positives/false negatives from customers or internal teams.

Requirements

• BS degree in Computer Science, Machine Learning, Artificial Intelligence, Information Systems, or a related engineering or quantitative field.
• 1+ years building and operating applied ML features in production systems.
• Proven experience contributing to end-to-end ML systems, including data wrangling (text and structured), feature engineering, model selection, training, evaluation, and production deployment with monitoring.
• Demonstrated ability to implement and reason about algorithms, develop features, average and combine signals, and apply numerical computing effectively.
• Demonstrated ability to interrogate production data, identify behavioral or trend shifts, and launch targeted experiments to improve model efficacy.
• Understanding of online vs offline pipelines, data tables and labeling workflows to effectively leverage tooling to support safe, scalable model deployments.
• Experience running offline metrics, online A/B tests, setting thresholds, and monitoring drift and performance, with guardrails and rollback strategies to ensure reliable iteration.
• Strong written and asynchronous communication skills. Effective working independently and across distributed, cross-functional teams.

Nice to Have

• Experience with our stack: Python, Go, AWS, Spark, Databricks
• Experience in email security/DLP or misdirected email prevention domains and customer-focused ML deployments.
• Experience writing detectors/rules to complement ML models for safe launches and rapid iteration.
• Experience with operationalising research into reliable, customer-facing systems, with emphasis on scalability, performance, and detection accuracy in real-world environments.
• Prior experience contributing to a small team or project to deliver a feature or component from scratch.

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The ideal candidate should possess a mix of experience, sales intuition, career ambition, team-oriented mindset, quota-driven mentality, empathy, humility, positivity, confidence, and the ability to handle rejection.

Responsibilities

• Contact potential clients through outbound cold calls and emails
• Identify client needs and suggest appropriate products/services
• Proactively seek new business opportunities in the market
• Qualify leads from marketing campaigns as sales opportunities
• Exercise leadership, demonstrate effective sales planning, and work in a positive and motivating way with internal counterparts and external customers
• Meet or exceed monthly, quarterly, and yearly targets
• Effectively partner and work across sales teams
• Act as the subject matter expert on Abnormal AI's product offering

Must Haves

• 6 months to 1 year of proven work experience as a Business Development Rep
• Fluency in German
• Representative, Sales Account Executive, or similar role
• Demonstrated ability to collaborate with a distributed sales team
• Capability of understanding customer pain points, requirements, and correlating potential business to value
• Strong, professional communication skills , written, verbal, presentation
• Aptitude to manage numerous requests and time demands concurrently, while achieving production goals from assigned territory or set of accounts
• Hands-on experience with multiple sales techniques, including cold calls
• Experience with AI tools in prospecting and day-to-day workflow
• Drive, grit, team-oriented: strong desire to compete and win
• BA/BS degree or relevant experience

Nice to Have

• Outreach
• Salesforce
• Orum
• Lusha
• ActivelyAI
• Glean
• Claude

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This is an analyst role for someone who is equally interested in understanding threats and figuring out how to make intelligence useful.

You will conduct original research into active campaigns, attacker behavior, and emerging email and identity attack techniques. You will also draw on research and data produced by other parts of the Threat Intelligence organisation. Your job is to connect those inputs, determine what is meaningful, and turn them into the right intelligence product for the audience and objective.

That might mean a concise threat brief for a security practitioner, a deeper analytical report, tailored intelligence content for Customer Success to use in a customer QBR, a briefing for a prospect, a webinar for a broader audience, or content supporting a high-priority sales pursuit.

The defining skill for this role is intelligence synthesis: combining technical research, data, threat context, and audience needs into a clear assessment and compelling narrative.

You will work closely with Threat Intelligence, Detection, Sales, Customer Success, and Marketing teams. You will also interact directly with customers and prospects, bringing intelligence to life through briefings, presentations, webinars, and tailored content.

Success in this role is not measured by how many documents you produce. It is measured by whether you can identify the important intelligence, explain what it means, and put it in a form that helps the audience understand and act on it.

Analyze & Research

• Independently scope and lead complex or ambiguous threat intelligence investigations into active campaigns, attacker behavior, TTPs, and emerging email and identity attack techniques. Determine appropriate research approaches, evaluate incomplete or conflicting evidence, and develop defensible intelligence assessments with limited direction.
• Use Abnormal's platform, internal telemetry and data, threat intelligence sources, and external research to investigate threats and develop intelligence assessments.
• Identify meaningful patterns, connections, and emerging trends across threat activity.
• Develop a strong understanding of how Abnormal detects and responds to the threats you analyze.

Synthesize Intelligence

• Independently synthesize complex and sometimes conflicting intelligence from disparate sources, determine the most consequential insights, and develop defensible assessments and recommendations tailored to the audience and decision at hand.
• Determine what is most relevant to a particular audience, customer situation, or business objective.
• Translate raw findings into insight, implications, recommendations, and a clear narrative.
• Adapt the depth, framing, terminology, and format of intelligence based on the audience.
• Connect technical threat activity to business risk and explain why it matters.

Create Intelligence Products

• Produce a range of intelligence deliverables, including:
• Threat briefs
• Analytical reports
• Intelligence content and narratives for customer QBRs
• Customer and prospect briefings
• Webinars and presentations
• Marketing and outreach content
• Executive-level intelligence summaries
• Create both rapid-turnaround intelligence products and deeper analytical work.
• Build reusable narratives, templates, and content structures that improve consistency and scale.
• Maintain high standards for sourcing, analytical accuracy, clarity, and editorial quality.

Engage Customers & Prospects

• Independently lead customer and prospect intelligence engagements, including complex or high-visibility threat briefings, webinars, and presentations. Adapt technical depth and narrative in real time, respond to challenging questions, and ensure the intelligence supports the audience's decisions.
• Work with Sales and Customer Success to understand the context behind a customer or prospect request and tailor intelligence accordingly.
• Respond to time-sensitive customer questions and high-priority pursuits with accurate, relevant, and well-sourced analysis.
• Develop trusted relationships with customer-facing stakeholders and use their feedback to improve intelligence products.

Partner Across the Organisation

• Collaborate with Threat Intelligence and Detection teams to incorporate research and technical findings into customer-ready intelligence.
• Serve as a technical resource and mentor to P1 and P2 analysts, strengthening analytical judgment, research methods, intelligence synthesis, and product quality through coaching, peer review, and knowledge sharing.
• Partner with Sales, Customer Success, and Marketing to understand upcoming customer moments, pursuits, and content needs.
• Provide targeted enablement and supporting materials that help GTM teams understand and use intelligence effectively.
• Feed insights from customer and field interactions back to Threat Intelligence teams to inform research and detection priorities.

Work Smarter

• Use AI tools such as ChatGPT, Claude, Claude Code, Copilot, and similar technologies to accelerate research, synthesis, drafting, tailoring, and editing.
• Develop practical workflows and automation that reduce time spent on routine work while maintaining analytical rigor.
• Apply appropriate human review and validation to ensure AI-assisted work is accurate, well-sourced, and analytically sound.

What We're Looking For

Must Have

• 4+ years of experience in threat intelligence, SOC operations, or a closely related cybersecurity discipline.
• Working knowledge of email and identity attack techniques and the ability to understand and explain IOCs, TTPs, attack campaigns, and threat behavior.
• Demonstrated experience conducting security research and producing written intelligence or security content for different audiences.
• Strong ability to synthesize technical research and data from multiple sources into clear intelligence assessments, narratives, and recommendations.
• Demonstrated analytical judgment in complex or ambiguous investigations, including the ability to evaluate incomplete or conflicting evidence, determine the most consequential findings, and develop defensible assessments and recommendations with limited direction.
• Familiarity with threat intelligence platforms, intelligence-sharing communities, and threat hunting concepts.
• Strong writing skills, with the ability to communicate complex technical subjects clearly and concisely.
• Demonstrated ability to independently present complex technical intelligence to customers, executives, security practitioners, or other stakeholders, adapting communication to the audience and responding confidently to questions or challenges.
• Experience working directly with customers or cross-functional stakeholders and translating technical findings into business relevance.
• Demonstrated proficiency with AI tools such as ChatGPT, Claude, Claude Code, Copilot, or similar tools to enhance research, analysis, and writing.
• Strong project management and prioritization skills, with the ability to manage competing requests and deliver high-quality work on time.
• Ability to remain calm, accurate, and responsive in high-pressure or time-sensitive situations.
• Demonstrated ability to independently scope, prioritize, and deliver complex intelligence work from initial investigation through final assessment and customer-ready communication, while identifying opportunities to improve analytical quality and production workflows.
• Ability and willingness to strengthen the technical capabilities of other analysts through constructive peer review, knowledge sharing, coaching, and collaborative problem-solving.
• Demonstrated use of AI tools or automation to scale research, analysis, or content production.
• Working knowledge of the MITRE ATT&CK framework and common attack techniques, including phishing, business email compromise (BEC), credential harvesting, malware, and account takeover, with the ability to apply this knowledge to threat research, analysis, and intelligence assessments.
• Basic proficiency in SQL, including the ability to write and modify queries to retrieve, filter, and analyze datasets in support of threat intelligence research and investigations.

Nice to Have

• Experience in email security, phishing detection, anti-abuse systems, or email threat containment.
• Experience in detection engineering, incident response, and email security analysis.
• Experience with Abnormal Security or similar security platforms.
• Public-facing security content experience, such as published research, blogs, conference talks, webinars, or industry reports.
• Experience creating intelligence content for sales cycles, customer QBRs, or other customer-facing security engagements.
• Experience creating training or enablement materials for Sales, Customer Success, or other non-technical teams.
• Experience mentoring, coaching, or training earlier-career security analysts.
• Experience using Python or other scripting tools to automate data analysis, investigate threat activity, or improve intelligence research workflows.
• Security certifications such as Security+, GIAC (GCTI, GCIH), CISSP, CEH, or similar.

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The CrowdStrike relationship sits at the center of Abnormal's alliances strategy: a multi-year, investor-backed partnership spanning co-sell, endpoint and identity integrations, SIEM, malware analysis, and the CrowdXDR Alliance.

Your responsibilities will include:

• Owning Abnormal's global relationships with CrowdStrike, Cyera, and other managed-phase strategic partners across co-sell, field enablement, programs, executive alignment, and joint GTM execution.
• Facilitating and managing co-selling opportunities, account mapping, and joint sales engagements between partner field teams and Abnormal.
• Driving pipeline development with partner field sellers and alliance counterparts, tracking opportunities and bookings to provide accurate forecasts and funnel management reports.
• Developing and delivering joint GTM initiatives, sales enablement content, and training to accelerate adoption across each partner's ecosystem.
• Building and maintaining executive-level relationships across your partner portfolio to drive strategic alignment, investment, and joint planning.
• Developing annual and quarterly business plans per partner, including pipeline targets, performance goals, and execution strategies.
• Representing Abnormal at partner events, identifying ecosystem alignment opportunities with regional and national channel partners.
• Serving as the escalation point for pre-sales and post-sales issues requiring partner coordination.
• Managing partner lifecycle transitions.

You will also be expected to leverage AI tools to streamline reporting, pipeline analysis, account research, and enablement content creation, and demonstrate comfort experimenting with emerging AI tools.

The ideal candidate has 5+ years of alliance or partner management experience, including direct experience managing strategic co-sell relationships with CrowdStrike, Cyera, or comparable top-tier cybersecurity or data security platform vendors.

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The team owns the full customer journey, from demo to onboarding, and everything in between.

As a Staff Software Engineer, you will partner with engineering and product leaders to shape the roadmap, make architectural decisions, and lead a team of 15+ engineers.

Your responsibilities will include:

• Leading and mentoring a team of engineers
• Driving the evolution of the Abnormal customer journey
• Developing complex, customer-facing features
• Defining and upholding SLAs for systems
• Collaborating with internal stakeholders and external customers

Requirements:

• 8+ years of experience designing and building web and distributed applications
• 2+ years at staff level
• Demonstrated experience leading multi-quarter projects
• Strong experience collaborating across teams
• Deep understanding of technical excellence
• BS degree in Computer Science or related field

Nice to have:

• Experience in cybersecurity or security-adjacent products
• Background at enterprise-level SaaS companies
• Familiarity with Python, Go, TypeScript, React, Redux, AWS, Kubernetes

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Acting as a trusted advisor, you’ll align on success criteria, drive adoption of best practices, educate on new features, identify upsell opportunities, and proactively address issues while providing feedback to internal teams.

Responsibilities

• Portfolio Management: Own a portfolio of accounts, ensuring ongoing satisfaction, retention, and growth
• Value Realization: Serve as the customer advocate, deliver Business Reviews, prove ROI, and drive adoption of platform features to maximize value
• Success Planning: Develop and execute strategic success plans that align with customer goals and roadmap; engage senior decision makers to guide strategy
• Expansion Opportunities: Identify upsell and cross-sell opportunities based on customer needs and platform adoption
• Product Knowledge: Maintain deep knowledge of Abnormal products and roadmap to educate customers on relevant features and drive adoption
• Relationship Building: Establish trusted advisor relationships, understand industry trends, and cultivate customer champions
• Collaboration: Partner across internal teams (Sales, Product, Engineering, Support) to ensure customer satisfaction, renewals, and expansion
• Risk Mitigation: Monitor customer health, anticipate risks, and coordinate remediation plans before issues escalate

Requirements

• 5+ years of Customer Success experience, ideally in enterprise SaaS
• Proven track record managing executive relationships (CIO, CISO, or equivalent)
• Demonstrated success driving customer adoption, retention, and growth within a defined portfolio
• Strong account management, strategic planning, problem-solving, and negotiation skills
• Strong technical aptitude with enterprise software and networking technologies
• Excellent communication and presentation skills, with the ability to lead executive-level discussions
• Bachelor’s degree in Computer Science, Engineering, or equivalent work experience

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The Platform & Infrastructure (PI) division provides the core systems that enable all Abnormal products to operate reliably, at scale, and with high performance.

You'll join a team that owns critical services in cloud infrastructure, data platforms, observability, and development tooling.

What We're Looking For:

• Ownership & Impact: You're growth-oriented, take ownership of your work, and are eager to make a significant impact.
• Continuous Learner: Looking to grow as an engineer as part of a strong team, learning from established engineers, product managers, and designers.
• Strong Communicator: You excel in communication, with the ability to work autonomously and asynchronously with different teams.

Must Have Skills

• 2+ years of experience as a software engineer with a strong foundation in coding and problem-solving.
• Hands-on experience in backend development using Python, with exposure to cloud-native environments.
• Solid understanding of databases, REST APIs, and data pipelines.
• Familiarity with LLM's and AI development tools such as Cursor, GitHub Copilot, or Claude.
• Demonstrated passion for building scalable, enterprise-grade systems that operate reliably in production.
• Curiosity and eagerness to learn about distributed systems, orchestration, and cloud infrastructure.

Nice to Have

• Familiarity with containerization (Docker, Kubernetes).
• Exposure to observability tools (Prometheus, Grafana).
• Interest in data platforms, streaming systems, or infrastructure-as-code.

What You'll Do

As part of our Platform & Infrastructure team, you will:

• Leverage AI-powered Development – Use Cursor, Copilot, and other AI tools to accelerate development, automate workflows, and improve reliability.
• Build Foundational Systems – Design and maintain core backend services, infrastructure tooling, and data pipelines that support all Abnormal products.
• Optimize for Scale – Improve performance and resilience of systems handling billions of events daily.
• Collaborate Across Teams – Partner with Detection, Data Platform, and Product Engineering teams to ensure seamless integration and platform consistency.
• Drive Reliability and Observability – Build automated monitoring, alerting, and logging to ensure system health and performance at scale.

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About the Role

You will own and evolve the monitoring, metrics, and alerting infrastructure that every engineering team at Abnormal depends on. You will work across the Prometheus, Chronosphere, and Grafana stack to ensure engineers can see what their systems are doing in real time.

Your Impact

• Own the observability stack (Prometheus, Chronosphere, Grafana, PagerDuty) that every team relies on to detect, diagnose, and resolve production issues.
• Design platforms and developer tooling that remove friction, reducing deployment times, simplifying pipeline authoring, and letting product teams focus on building rather than firefighting.
• Drive SLAs and SLOs for critical shared infrastructure ensuring the systems behind our products are resilient and cost-efficient.

What you will do

• Work with the Tech Lead, Engineering Manager, and Product Manager to design, develop, and deliver key platform features.
• Own features end-to-end: scoping, implementation, testing, deployment, and post-launch monitoring across multiple environments (US, EU, GovCloud).
• Take ownership of 1-3 key services within Observability (Prometheus, Chronosphere, Grafana, PagerDuty pipeline) or Data Infra (Airflow, Spark) and be accountable for their reliability, performance, and evolution.
• Participate in on-call rotations, triage, diagnose, and resolve production issues independently, building deep operational knowledge of the systems you own.

Must Haves

• 4+ years of hands-on backend engineering experience designing, building, and operating production-grade distributed systems.
• Strong proficiency in Python, working proficiency in Golang.
• Experience building systems that process data at scale.
• Demonstrated experience owning a service or platform end-to-end.
• Comfortable balancing feature development with operational responsibilities.

Nice to Have

• Hands-on experience with Prometheus, Grafana, Chronosphere, Datadog, New Relic, or Honeycomb.
• Experience designing or operating an alerting pipeline (PagerDuty, OpsGenie, or similar).
• Familiarity with AWS services (EC2, ECS, EKS, S3, RDS, IAM, CloudWatch, Lambda, SQS/SNS).
• Experience with Kubernetes (K8s), deploying and operating workloads.

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Abnormal is recognized as a top cybersecurity startup (Leader in the 2025 Gartner Magic Quadrant for Email Security Platforms), securing a Series D funding of $250 million at a $5.1 billion valuation in August 2024.

About The Team

This team owns the end-to-end development and operation of the infrastructure, ML models, AI agents, customer-facing APIs, and internal tools that power Abnormal's Identity Threat Protection (ITP) product. Our work is central to detecting malicious behavior and protecting customers from advanced identity-based attacks , including account takeover, identity spoofing, data leakage, and other high-impact threats.

About The Role

We are looking for a Software Engineer to help build and evolve our platform as it scales to meet expanding product requirements. This role blends hands-on backend systems development with growing ownership of features and production systems, including AI-powered and agentic components, working closely with senior engineers to improve system reliability, reduce latency, and accelerate feature release cycles.

What You'll Do

Technical Delivery & Excellence

• Design, build, and iterate on scalable backend and ML systems, APIs, frameworks, and internal tools.
• Take ownership of well-scoped features and components, with guidance from senior engineers on more complex, cross-system work.
• Contribute to the stability, reliability, and operational excellence of critical systems.
• Write clean, testable, and resilient code with attention to edge cases and performance.
• Contribute to technical design documents and participate in design discussions.
• Participate in code and design reviews, and contribute to on-call rotations.

AI Engineering & Agents

• Help design and build LLM-powered features and agentic workflows (e.g., automated investigation, triage, or remediation assistants) as part of the ATO platform.
• Integrate LLM APIs and agent frameworks into backend services, with attention to reliability, cost, latency, and evaluation.
• Contribute to prompt design, tool/function-calling integrations, and guardrails for AI-driven components under senior engineer guidance.
• Use GenAI coding assistants and agents as part of your own development workflow to accelerate delivery and testing.

Collaboration & Growth

• Collaborate with product managers, designers, and engineers to align on specifications and priorities.
• Break down well-defined projects into clear executable steps and drive them to completion.
• Contribute to roadmap discussions and share ideas for technical improvements.
• Communicate effectively in an async-first environment, providing clarity on updates, challenges, and solutions.
• Actively seek feedback and mentorship from senior engineers to accelerate your growth.

What We're Looking For

• Ownership & Growth: A proactive engineer who takes ownership of assigned work and is eager to grow into increasingly complex projects.
• Attention to Detail: Strong focus on code quality, reliability, monitoring, and performance.
• Solid Fundamentals: Good grounding in system design principles, with a growing ability to reason about scaling and reliability tradeoffs.
• Strong Collaborator: Comfortable working cross-functionally and in a distributed environment.
• AI & Agent Engineering Curiosity: Genuine interest in LLM-powered features and agentic systems, and proactive in leveraging modern developer productivity tools, including GenAI assistants and coding agents, to accelerate delivery.

Must-Have Skills

• 3-5 years of industry experience as a Software Engineer, with a track record of shipping production backend systems.
• Solid backend proficiency in Python, with experience building and maintaining production systems.
• Experience with system design fundamentals and building reliable, scalable applications.
• Working knowledge of relational databases and modern data storage technologies.
• Exposure to service-to-service communication (gRPC, Kafka) and caching (Redis) is a plus.
• Experience with AWS cloud services (S3, RDS) and deployment practices.
• Familiarity with containerization and orchestration (Docker, Kubernetes, Helm) is a plus.
• Understanding of service health, monitoring, and incident response practices.
• Comfortable writing technical documentation and contributing to design discussions.

Nice-to-Have Skills

• Hands-on experience integrating LLM APIs (e.g., OpenAI, Anthropic) into production applications.
• Exposure to agent frameworks or patterns (e.g., LangChain, LangGraph, tool/function calling, ReAct-style agents).
• Familiarity with prompt engineering, evaluation, and observability for AI-driven features.

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As a Senior Software Engineer on the Multi-Product Platform (MPP) and founding engineer of the team, you'll create the standardised data layer that becomes our single source of truth , the one governed path through which any system, agent, or interface can reach data from across every product.

Responsibilities

Technical Delivery & Operational Excellence

• Design, build, and iterate on the APIs and services that make up the standardized data access layer.
• Drive adoption of API-gated data sources, so product teams expose their data once and every consuming surface can reuse it.
• Design and implement standard labeling for data ownership, and build the validation logic that checks incoming requests against it.
• Own reliability, latency, and operational excellence for a high-throughput, low-latency system on the critical request path.
• Make early architectural calls and codify them in technical design docs the team aligns on.
• Establish the team's engineering practices , testing, code/design review, on-call, and CI guardrails , and the patterns future hires inherit.

Teamwork & Collaboration

• Communicate effectively in an asynchronous manner with team members to provide updates, discuss challenges, and propose solutions.
• Collaborate closely with product managers, designers, and other engineering teams to align on how they'll adopt the shared data layer.
• Take ownership of projects and act as a driver who adds instant adrenaline and drives positive impact when placed on projects and teams.
• Mentor engineers as the team grows, and influence roadmap and long-term planning.
• Actively contribute to knowledge sharing within the team and participate in professional development activities.

Requirements

• Experienced Sr Software Engineer with 7+ years of industry experience and strong software engineering fundamentals.
• Futuristic, with the ability to look at the bigger picture and anticipate growing system needs.
• Growth-oriented, looking to increase impact, responsibility, and ownership over time.
• Proven ability to own and drive complex systems end-to-end, with strong knowledge of team-owned services and the ability to collaborate and influence cross-team goals and roadmaps.
• Strong experience writing production Python and Golang code and working with SQL and NoSQL databases.
• Solid experience in system design and building resilient, scalable applications with an emphasis on operational excellence.
• Detail-driven and cares about code quality, testing, and performance.
• Ability to make practical trade-offs and propose technical solutions, including writing technical design documents and leading their adoption.
• Strong understanding of service health, monitoring, fault tolerance, and incident response practices.
• Strong communication skills and proven ability to work autonomously and asynchronously with remote collaborators and stakeholders.
• Strong communication and mentorship skills to influence team-wide engineering practices.

Job Data by YubHub.

We're hiring a Software Engineer II on the AI Transformation Engineering team to build that platform. If you're passionate about cutting-edge AI infrastructure, scalable systems, and shipping software that moves real business numbers, this is your opportunity.

Responsibilities

As part of our Transformation Engineering team, you will:

• Build the Nora platform , Ship the services, factories, and sandboxes that internal teams use to deploy AI workflows. Own real platform components end-to-end.
• Weave AI into our internal systems , Build the connectors, services, and integrations that bring AI into the record-keeping and operational systems Abnormal already runs on (Salesforce, Jira, data warehouses, internal apps). The hard problem is making AI useful where work actually happens.
• Stand up net-new infrastructure , When a transformation requires capabilities that don't exist yet, you build them. Spec, ship, and harden the platform so other teams can build on top.
• Design for handoff , Build the platform, then transition long-term ownership to a permanent home (often a platform team in R&D). Write the docs, define SLOs, and pick the next owner before you ship.
• Own outcomes, not just output , Every engineer on this team owns a measurable contribution to a business outcome , revenue, cost saved, hours returned to the business, or capabilities unblocked for the teams building on top of you.

Technical Requirements

We're looking for engineers who have:

• 3+ years of professional experience in software development.
• Strong backend experience with Python.
• Fluency with the AI development stack , Claude, Codex, Gemini, Anthropic APIs, OpenAI APIs, and the surrounding tooling (APIs, MCP, agents). Bonus for building plugins, skills, or integrations against them.
• A track record of shipping platforms others build on , APIs, services, or SDKs that survived contact with other teams.
• Experience building scalable, enterprise-grade applications.
• Knowledge of cloud platforms (AWS, GCP, or Azure) and containerization (Docker, Kubernetes).
• Strong fundamentals in computer science, distributed systems, and performance optimization.
• Operator empathy , can sit with a Sales Ops or Marketing Ops lead, watch them work, and design a factory that fits the real workflow.
• A bias for handoff , you write docs, define SLOs, and pick the next owner before you ship.

Why Abnormal AI?

• Build the platform that makes an AI-native company actually work , Not a demo, not a pilot. The production substrate that 2,000+ employees run on every day.
• Workflow ROI is the bar, even for platform work , No vanity metrics, no permanent "foundational" projects. If it doesn't move a number, we kill it or hand it off.
• Direct line to impact , When you ship infrastructure, Marketing, Sales, or Support starts running on it within weeks. The feedback loop is days, not quarters.
• Solve complex challenges at scale , Internal AI platform serving every function, built to the same standard as our customer-facing security products.
• Join a high-caliber team , Collaborate with industry-leading engineers, AI researchers, security experts, and operators who treat AI leverage as a first-class engineering discipline.
• Impact Fortune 500 enterprises , The factories you build are how Abnormal scales protection for the world's largest companies from sophisticated cyber attacks.

Job Data by YubHub.

This role sits on the Customer Journey team, focused on optimizing how customers onboard and start using Abnormal's products , building systems that streamline the onboarding and proof-of-value (POV) experience, reducing manual steps, and accelerating time-to-value.

The ideal candidate is a full-stack feature lead who thrives on cross-functional collaboration and is motivated to directly impact customer experience from day one.

Responsibilities

• Build and iterate on product offerings, APIs, platforms, frameworks, and tools
• Design, develop, and maintain feature buildouts to support a world-class user experience for customers
• Ensure system stability and reliability; participate in regular code and design reviews and team on-call rotation
• Write code with testability, readability, edge cases, and error handling in mind; write and review technical design documents
• Communicate effectively in an async manner with team members to share updates, discuss challenges, and propose solutions
• Collaborate closely with product managers, designers, and engineers; take ownership of projects and drive positive impact across teams
• Participate in team roadmap discussions, contribute to long-term planning, and actively share knowledge within the team

Must Haves

• 7+ years of industry experience as a Software Engineer with strong software engineering fundamentals
• Proven ability to own and drive complex systems end-to-end, with strong knowledge of team-owned services and the ability to collaborate and influence cross-team goals and roadmaps
• Strong experience writing production Python code and working with Postgres databases
• Solid experience in system design and building resilient, scalable applications with an emphasis on operational excellence
• Strong understanding of service health, monitoring, fault tolerance, and incident response practices
• Detail-oriented with a focus on code quality, testing, and performance; able to make practical trade-offs and lead adoption of technical design documents
• Strong communication and mentorship skills with proven ability to work autonomously and asynchronously with remote collaborators and stakeholders
• Growth-oriented with a desire to increase impact, responsibility, and ownership over time

Nice to Have

• Experience with Golang and Airflow orchestration
• Familiarity with AI productivity tools such as ChatGPT, Cursor, or similar GenAI tools

Job Data by YubHub.

You will own secure delivery pipelines, infrastructure as code security, patch automation, identity controls, security telemetry, and incident response across a growing federal platform.

You will design and build the capabilities that allow this environment to scale safely. Your work will include creating policy gates for cloud deployments, automating patch and access workflows, strengthening identity controls, improving security telemetry, and generating audit evidence directly from engineering systems.

You will have meaningful ownership of both architecture and operational results, with the opportunity to replace repetitive work with reliable automation across the environment.

You will work closely with DevInfra, FedOps, Product Security, Detection and Response, and Compliance to solve cloud security problems that cross traditional team boundaries. You will also use approved AI coding tools, such as Claude Code, to accelerate scripting, testing, documentation, and security automation.

Responsibilities

• Build and improve secure delivery workflows for applications and infrastructure deployed into the federal environment.
• Create policy gates that evaluate infrastructure changes, security requirements, test results, and required approvals before deployment.
• Integrate security scanning and control validation into delivery workflows so issues are identified early in the development process.
• Review infrastructure as code changes that affect the federal boundary and help engineering teams resolve security risks before those changes reach production.
• Design automation that produces change records, approval history, test results, and required evidence directly from engineering workflows.
• Build and maintain hardened system image pipelines that consistently apply approved configurations, security controls, and operating system updates.
• Automate patch deployment across the environment, including testing, scheduling, rollout, validation, exception management, and compliance reporting.
• Improve fleet visibility so teams can quickly identify systems that are missing patches, running unsupported software, or operating outside approved configurations.
• Design and enforce identity and access controls across a complex cloud environment.
• Strengthen cloud security through organisation policies, identity controls, resource policies, and automated configuration checks.
• Build preventive guardrails that block insecure or unauthorised configurations before they enter the federal environment.
• Own the reliability of security logging and monitoring pipelines, including ingestion coverage, data quality, source health, retention, and alerting.
• Develop automated checks that identify missing telemetry, delayed events, broken integrations, and other conditions that could reduce security visibility.
• Tune security detections to improve signal quality, reduce unnecessary alerts, and focus responders on activity that requires investigation.
• Build response automation that gathers context, enriches alerts, preserves evidence, and accelerates investigation and containment.
• Lead security incident response for the federal environment, including investigation, containment, recovery, evidence preservation, and after-action reporting.
• Partner with infrastructure, operations, product security, incident response, and compliance teams to solve security problems that cross team boundaries.

Requirements

• 8+ years in cloud security engineering, DevSecOps, infrastructure security, or a closely related engineering discipline, including deep hands-on experience with AWS.
• Strong experience building or securing cloud deployment pipelines and infrastructure as code workflows.
• Proficiency in at least one scripting or programming language, preferably Python, with a record of automating recurring operational work.
• Working knowledge of identity and access management design and enforcement in large cloud environments.
• Production experience with security monitoring and incident response, including investigation, containment, recovery, and operational follow-through.

Nice to Have

• Experience integrating security automation into CI/CD pipelines and SecOps workflows.
• Prior experience supporting federal audits or 3PAO engagements.
• Knowledge of SaaS security operations and monitoring at scale.
• Experience driving automation in security operations, compliance tracking, and evidence management.
• Knowledge of SaaS security operations and modern cloud environments; exposure to DevSecOps pipelines or security reviews for Terraform/containers.
• Experience with FedRAMP, DoD IL4, DoD IL5, government, or another highly regulated cloud environment, including support for 3PAO assessments or federal audits.
• Familiarity with NIST SP 800-53 controls, continuous monitoring, security impact analysis, and technical evidence requirements.
• Experience building compliance automation, continuous control monitoring, or automated evidence management capabilities.

Compensation

The actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Base salary range: $153,000-$220,000 USD

Job Data by YubHub.

As a Senior Software Engineer on this team, you will be our technical anchor and force multiplier. You will contribute to the architectural blueprint for our distributed data pipelines (Spark/Airflow) and cloud-native infrastructure (AWS/EKS), bridging the gap between complex system design and strategic execution. Beyond traditional engineering, you will lead by example spearheading our AI productivity initiatives to supercharge how our entire engineering team builds, tests, and ships software. If you are passionate about deep technical ownership, mentoring the next generation of engineers, and defining the future of our data ecosystem, this is your mission.

Responsibilities

• Architect & Scale: Design and maintain high-throughput detection systems and backend services, ensuring low latency and high reliability.
• Data Orchestration: Lead the development of robust data pipelines using Spark and Airflow to supply detection teams with high-fidelity data for ML model training and evaluation.
• Technical Leadership: Partner with Engineering Managers to define technical roadmaps, mentor junior/mid-level engineers, and drive best practices in code quality and system design.
• AI-Driven Innovation: Lead the team in adopting AI productivity initiatives, leveraging tools like Claude, OpenAI, and GitHub Copilot to accelerate the development lifecycle and automate internal workflows.
• Cross-functional Collaboration: Work closely with TPMs, Product Managers, Data Scientists, and Security Researchers to translate complex business needs into scalable technical solutions.
• Operational Excellence: Manage and optimize cloud-native infrastructure on AWS/EKS, ensuring systems are cost-effective, secure, and performant.

Requirements

• 8+ years of professional experience: Proven track record in production-level backend development with Python or Golang.
• Data Engineering Expertise: Expert-level proficiency in building and optimizing distributed data pipelines using Spark and Airflow (or equivalent orchestration tools).
• Cloud & Infrastructure: Extensive experience managing and scaling cloud-native applications on AWS (highly preferred), GCP, or Azure, with a proven track record of hands-on container orchestration using EKS.
• System Design: Strong ability to design complex integrations and handle significant throughput/latency challenges.
• Problem Solving: A methodical approach to performance debugging, benchmarking, and resolving bottlenecks in large-scale systems.
• Database Proficiency: Strong experience with Postgres or similar relational databases at scale.
• Education: BS in Computer Science, Applied Sciences, or a related engineering field.

Nice to Have

• Frontend Literacy: Familiarity with React and TypeScript to assist with internal tool visualizations.
• Data Ecosystems: Experience with Databricks, Snowflake, or similar data lakehouse architectures.
• Cybersecurity Domain: Background in threat detection, network security, or fraud prevention.
• Leadership & Mentorship: Experience leading technical projects, mentoring engineers, and contributing to the long-term technical strategy of a team.
• Advanced Degrees: MS in Computer Science or Electrical Engineering.

Job Data by YubHub.

This is an excellent opportunity for an experienced accountant to gain meaningful ownership and exposure to technical revenue accounting in a high-growth SaaS environment, while partnering closely with experienced revenue and technical accounting professionals.

Responsibilities

• Own the preparation and review of monthly revenue-related reconciliations, rollforwards, and supporting schedules
• Prepare and review journal entries and flux analyses for revenue, deferred revenue, accounts receivable, commissions, and other related accounts
• Maintain complete, audit-ready documentation for recurring close activities, including organized workpapers, reconciliations, and supporting evidence
• Lead assigned revenue close deliverables, ensuring work is completed accurately, timely, and in accordance with established policies and controls
• Investigate and resolve accounting issues, unusual items, and reconciling differences in partnership with cross-functional stakeholders
• Support external audits by preparing support, coordinating requests, responding to inquiries, and documenting accounting positions
• Partner with Deal Desk, FP&A, Legal, and other teams to resolve operational issues and improve upstream process quality
• Identify and drive opportunities to streamline close activities through standardization, automation, and AI-enabled workflows

Requirements

• Bachelor’s degree in Accounting, Finance, or a related field
• 4+ years of progressive accounting, audit, or related finance experience
• Strong knowledge of U.S. GAAP, with demonstrated experience applying ASC 606 to complex contract structures in SaaS industry, including multi-product arrangements, contract modification and non-standard contract terms review
• Demonstrated experience owning or leading recurring close activities, reconciliations, and financial analyses in a fast-paced environment
• Strong analytical skills with excellent attention to detail, and the ability to identify issues, evaluate root causes, and implement solutions with limited oversight
• Advanced Excel skills, including reconciliations, lookups, and analysis of large datasets

Nice to Have

• CPA license strongly preferred
• Experience applying ASC 340-40 to capitalize and amortize of sales commissions
• Experience at a Big Four public accounting firm, a high-growth pre-IPO company, or a publicly traded technology company
• Experience with ERP, billing, and close-management systems such as NetSuite, Salesforce, Maxio, or FloQast
• Experience with leveraging AI and automation tools to improve accounting processes

Compensation The base salary range is $95,600-$137,500 USD. Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Job Data by YubHub.

Japan is one of Abnormal AI's fastest-growing new markets, and this is the first dedicated post-sales hire in the region. You will own the full post-sales lifecycle for every Abnormal customer in Japan - from technical implementation through adoption, value realization, and renewal - across all customer segments.

This is deliberately a dual-scope role, between Implementations (Professional Services) and Customer Success. You will personally lead the technical deployment of the Abnormal platform into new Japanese customers, and you will personally own the ongoing relationship, health, and outcomes of those same accounts, with support from Sales, Technical Support, and R&D.

This role is designed to grow. As the Japanese customer base scales, the expectation is that you help shape how Abnormal staffs and supports the region, including specializing this role and regional playbooks.

Who You Are

• Fully fluent in Japanese and professionally proficient in English - able to run a technical implementation and an executive business review in Japanese, and to represent the Japanese customer base credibly to global Product, Engineering, and Support teams in English.
• Comfortable in a hands-on technical deployment and in a strategic conversation with a CISO. You are energized by owning both, and you are not looking for a role that is purely one or the other.
• Comfortable being the first and, for now, only person doing this in a market.
• Action-oriented, analytical, and collaborative in your approach to implementation, customer success, and issue resolution.
• Skilled at building trust and maintaining relationships with stakeholders at all levels of an organization, including executives, with an understanding of how business relationships and decision-making work in Japanese enterprises.
• Technically credible on email security fundamentals, enterprise mail flow, and SaaS integration patterns. Able to earn the confidence of a customer's mail administrators and security team.
• Dedicated to delivering measurable customer value, with a strong prioritization instinct and the discipline to manage a mixed portfolio of live deployments and ongoing accounts at the same time.
• A roll-up-your-sleeves operator who uses AI and templating to make the repeatable work fast, so your judgment goes where it actually matters.

What You Will Do

The balance will shift toward implementation during periods of heavy new-logo activity and toward customer management as the installed base matures. Expectations is 60-70% implementation and 30-40% customer management to start.

Implementation and Deployment

• Own the post-sales technical deployment of Abnormal products for Japanese customers, managing a portfolio of concurrent implementation projects from post-sales handoff through go-live and hypercare.
• Lead an effective handoff from the pre-sales team, capturing POV success criteria, the customer's tech stack, security roadmap, timelines, compelling events, and key points of contact before kickoff.
• Run problem discovery to understand each customer's goals and success criteria, and build a delivery plan aligned to them.
• Develop and execute project plans, managing scope, schedule, and quality, and produce clear status reporting to both the customer's project team and internal stakeholders in Japanese and English.
• Deliver product training, portal walkthroughs, and enablement in Japanese so that customer teams are self-sufficient at go-live.
• Consult on best practices, configuration, and creative solutions to produce implementations that are impactful and scalable, including mail routing, filtering, and SEG-related work.
• Identify and proactively mitigate implementation risk, remove roadblocks, and pull in the right internal escalation resources.
• Guide customers to full value across the Abnormal platform, including Inbound Email Security, Account Takeover Protection, AI Security Mailbox, Email Productivity, AI Phishing Coach, and Posture Management, on both Microsoft 365 and Google Workspace.
• Maintain accurate project records and status in associated delivery tooling.

Customer Success

• Act as the primary point of contact for customers across every segment, developing strategic relationships and owning adoption and success planning.
• Deliver business reviews at the cadence appropriate to each account's segment, communicating ROI aligning with the customer on success metrics that support retention and expansion.
• Understand each customer's industry, goals, and challenges well enough to make tailored recommendations, and align internal and external stakeholders on success objectives.
• Drive awareness and usage of key platform capabilities, provide ongoing education, and identify opportunities for expanded adoption and commercial growth.
• Proactively monitor customer health, manage escalations, and work with the broader CS team, Product, Engineering, Support, and Sales to resolve issues and share actionable insight from the region.
• Partner with the Sales, Renewals and leadership on retention and expansion outcomes for the region.
• Maintain expert knowledge of the product roadmap and communicate relevant updates and enhancements to Japanese customers.
• Develop and execute customer success plans that address risk before it affects satisfaction or renewal.

Building the Region

• Contribute to and maintain Japanese-language customer-facing materials, playbooks, and enablement content, working with the global teams that own the source content.
• Serve as the internal advocate for Japanese market requirements, including product localization gaps, Japanese-language support needs, and region-specific detection and compliance considerations.
• Act as a connective point between Japanese customers and global Product and Engineering, translating regional feedback into prioritized, well-evidenced input.
• Flex to support the broader APAC customer base where useful, and contribute to defining how Abnormal staffs the region as it grows.

Must Haves

• Native or fully fluent Japanese, and professional written and verbal English.
• Based in Japan, with the right to work in Japan.
• 5+ years in a customer-facing role at an enterprise SaaS company, with meaningful experience on both sides of post-sales implementation or professional services delivery, and ongoing customer management, success, or technical account management.
• Demonstrated experience delivering enterprise-grade cybersecurity or security-adjacent SaaS implementations, including projects involving the integration or migration of enterprise mail flow systems.
• Track record of running projects end to end with strong prioritization and time management, coordinating across functions to hit objectives, and proactively identifying and mitigating project risk.
• Proven ability to build and sustain long-term customer relationships, including at the executive level, and to manage a portfolio of accounts.
• Well versed in email security fundamentals, including SPF, DKIM, DMARC, SMTP, MX records, mail routing, and commercial filtering and SEG solutions.
• Strong grounding in networking fundamentals and SaaS integration patterns, with hands-on experience across Microsoft 365 and Google Workspace environments to support the seamless replacement of SEG functionality.
• Strong problem-solving skills and experience resolving escalations while protecting the customer relationship.
• Excellent communication, presentation, and organizational skills, able to move between strategic and technical conversations.
• Proficiency with CRM and case management tooling such as Salesforce and Jira.
• Bachelor's degree in a technical discipline, or equivalent practical experience.

Nice to Haves

• Experience as the first or founding post-sales hire in a new market, or experience standing up a regional practice.
• Experience with Gainsight or comparable customer success platforms.
• Log data analysis experience with a SIEM or similar tool.
• API or integration experience; Python or Java familiarity.
• Experience selling or delivering into Japanese enterprises through a channel or distribution partner model.
• Additional APAC language capability.

Job Data by YubHub.

We're seeking a Senior Channel Account Manager to lead and grow our Nordics region as part of our Channel Management team. You'll build relationships with leading Nordic security partners, run account mapping sessions, shape go-to-market strategies, and collaborate with our marketing organization.

Responsibilities

• Design and implement a territory-wide channel strategy for the Nordics region
• Own and grow partner-sourced pipeline and bookings across Sweden, Norway, Finland, and Denmark
• Identify and recruit partners to accelerate growth with our Nordics distributor
• Develop winning go-to-market strategies and Partner Account Plans with focus partners
• Deliver channel enablement campaigns to get partners excited to sell with us
• Create demand-generation programs and a country-by-country events calendar
• Build strong relationships with partner principals, executives, and sales leadership
• Champion focus partners and drive alignment between Abnormal field leadership and key partner regional leaders
• Stay sharp on Abnormal's competitive positioning and become a go-to expert on channel topics

Requirements

• Proven channel sales experience with a successful track record of growing partner relationships
• Sharp methodology for generating partner-sourced pipeline and bookings
• Excellent communication skills to help partners understand our value proposition
• Knowledge of the Nordics security partners and distribution ecosystem
• Experience working in a startup/scale-up technology company
• Ability to manage multiple types of partners and conflicts

Benefits

No benefits mentioned.

Job Data by YubHub.

This is a senior privacy role, reporting to and operating under the direction of the AGC, PPIP. You will advise product and engineering on building privacy into an AI-native platform, support AI governance from the legal and privacy side, provide product-privacy legal counseling alongside the Director, Legal (Product), and partner with the Privacy Manager, who handles much of the operational execution, to run the day-to-day privacy program (DSARs, assessments, ROPA, notices, audits).

You will help build and operate the AI automation, working with Legal Ops and other internal teams, that makes the program scale, and serve as a privacy voice with customers via commercial legal.

We want someone with the expertise, drive, and assertiveness to own initiatives and drive them to completion with limited oversight , as comfortable writing a lawful-basis analysis as they are shipping a workflow that automates it.

Responsibilities

• AI governance execution. Drive the day-to-day execution of the AI governance program from the legal and privacy side, including EU AI Act classification and related obligations, seeing initiatives through to completion in partnership with R&D, Security, and AI governance stakeholders.

• Privacy by Design for AI products and product counseling. Partner with the Privacy Manager and R&D to embed privacy into the design of new AI-driven features, including model data governance, secondary data-use analysis, and the privacy implications of behavioral AI. Set privacy diligence standards for AI/LLM vendors and model providers. Partner with the Director Legal, Product to provide ongoing product and privacy legal counseling to R&D for product and feature development.

• Build and operate AI automation. Use AI to make the privacy program scale. Design, deploy, and improve AI-enabled privacy workflows (e.g., DPIA triage and drafting, subprocessor determination) with Legal Operations and engineering. A build-it role, not just a use-it one , specify, prototype, and iterate, holding tooling to a high accuracy and human-review bar.

• Legal & Regulatory Horizon Scanning. Monitors emerging legal and regulatory developments, including privacy and AI regulation, in current and target expansion markets; flagging jurisdiction-specific requirements to the AGC, PPIP to inform market entry or launch decisions, and translates confirmed guidance into execution support for R&D (product and privacy considerations) and GTM (contracting posture, customer requirements).

• Vendor, subprocessor, and customer contracts (escalation point). Serve as the privacy subject matter escalation point for the Commercial and Procurement teams on vendor, subprocessor, and customer agreements (DPAs, SCCs, subprocessor terms). Partner with the AGC, PPIP to set the privacy positions and playbook the teams work from.

• Incident and breach response. Advise on and help lead the privacy and legal aspects of incident response, including AI incidents, breach assessment, notification decisions, and mitigation, working within the company's procedures and regulatory deadlines.

• Data Protection Officer support & regulatory engagement. Support the DPO function as a day-to-day advisor, conducting first-line assessments, and support delegate-level assessments in line with the company's DPO governance framework. Serve as a privacy contact for supervisory-authority inquiries, customer privacy audits, and security questionnaires. Track developments across the privacy and adjacent-regulatory landscape (e.g., NIS2, DORA, and EU Data Act), and translate regulatory change into concrete program action decisions.

Requirements

• J.D. from an accredited law school and member in good standing of at least one U.S. state bar.

• CIPP/E, CIPP/US certifications

• 6-8+ years of relevant experience, with strong depth in privacy and data protection law and program execution.

• Demonstrated experience operating in or advising technology companies, ideally in cybersecurity, SaaS, or cloud, including AI/ML products.

• Meaningful experience contributing to and helping run a privacy program (beyond pure advisory work) in a fast-moving, global environment.

• Experience providing product legal counseling alongside privacy.

• Pragmatic judgment. Starts from the business objective and finds the compliant path, offering options and conditions rather than a reflexive "no," and earning trust as an enabler, not a gate.

• Strong drafting and judgment on complex privacy agreements (DPAs, SCCs, subprocessor terms), and the ability to set positions, act as an escalation point for the teams who negotiate them, and flag novel issues for escalation.

• Sound judgment applied to significant, novel, and ambiguous issues, with accountability for outcomes and escalating direction calls as appropriate, while developing subject-matter credibility internally.

• The drive and assertiveness to own initiatives and drive them to completion with minimal oversight, and the ability to lead through influence, including to persuade diverse senior stakeholders.

• Excellent communication and presentation skills, with the ability to explain complex privacy issues to business stakeholders.

• Fluency with AI tooling and the ability to build and iterate on automation workflows , you have used AI to do real work and can specify, prototype, and refine it, holding it to a high accuracy and human-review standard.

Nice to Have

• Experience supporting a DPO, including familiarity with independence and governance expectations.

• Familiarity with privacy and data protection regimes beyond the EU/US , e.g., LGPD (Brazil), PIPEDA (Canada), APPI (Japan).

• Experience supporting Works Councils and multi-jurisdiction employee/candidate privacy.

• Experience with privacy tooling and with AI/LLM-based workflow automation.

• Familiarity with security and privacy audit frameworks (SOC 2, ISO 27001/27701/42001).

• CIPM, CIPT, AIGP certifications

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The role combines deep ownership of CPQ and management of the intake process. You will gather requirements, scope complexity, and route work to the appropriate owner while configuring and maintaining the sales team's pricing and quoting engine.

Responsibilities

• Own end-to-end Salesforce CPQ configuration: product rules, price rules, bundles, and approval flows.
• Manage quote-to-cash workflows, including contract generation and e-signature integrations.
• Serve as the primary point of contact for CPQ end users, providing troubleshooting, enablement, and documentation.
• Own the requirements intake process for incoming Salesforce administrative requests: gather requirements, scope complexity, and route or prioritise work accordingly.
• Handle intake and resolution of low-complexity Salesforce configuration requests directly.
• Utilise and evolve AI-assisted tooling to speed up requirements gathering, documentation, and solution scoping.
• Collaborate cross-functionally with Sales Operations, Marketing Operations, and other Salesforce administrators.

AI Forward Hiring

This role involves using AI as a core part of the work, not just being aware of it. You will actively use and extend AI-assisted tooling to accelerate requirements gathering, documentation, and solution scoping.

Requirements

• 3–5 years of hands-on Salesforce Administration experience, including CPQ configuration in a production environment.
• Salesforce Administrator certification required.
• Hands-on Salesforce CPQ configuration experience: product rules, price rules, bundles, and approval flows.
• Experience with quote-to-cash workflows and contract/e-signature tools (e.g., DocuSign, SpotDraft).
• Strong requirements-gathering and scoping skills.
• Ability to own a process end-to-end, from initial intake conversation through routing and prioritisation.

Nice to Have

• Salesforce CPQ Specialist certification or experience implementing CPQ Systems (Nue.io, Conga, Dealhub, etc.).
• Broader Salesforce declarative configuration experience (Flow, validation rules, permission sets) beyond CPQ.
• Experience supporting Sales, Marketing Operations, or RevOps stakeholders directly.
• Familiarity with AI-assisted requirements-gathering or documentation tools.
• Bachelor's degree or equivalent experience.

Compensation

The base salary range for this role is $107,100-$154,000 USD. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Job Data by YubHub.

The ideal candidate should possess a mix of experience, sales intuition, career ambition, team-oriented mindset, quota-driven mentality, empathy, humility, positivity, confidence, and the ability to handle rejection.

Responsibilities:

• Contact potential clients through outbound cold calls and emails
• Identify client needs and suggest appropriate products/services
• Proactively seek new business opportunities in the market
• Qualify leads from marketing campaigns as sales opportunities
• Exercise leadership, demonstrate effective sales planning, and work in a positive and motivating way with internal counterparts and external customers
• Meet or exceed monthly, quarterly, and yearly targets
• Effectively partner and work across sales teams
• Act as the subject matter expert on Abnormal AI product offerings

Must-Haves:

• 6 months to 1+ year of proven work experience as a Business Development Rep
• Fluency in French
• Representative, Sales Account Executive, or similar role
• Demonstrated ability to collaborate with a distributed sales team
• Capability to understand customer pain points, requirements, and correlate potential business to value
• Strong, professional communication skills , written, verbal, presentation
• Aptitude to manage numerous requests and time demands concurrently while achieving production goals
• Hands-on experience with multiple sales techniques, including cold calls
• Experience leveraging AI tools in prospecting and day-to-day workflow
• Drive, grit, team-oriented mindset
• BA/BS degree or relevant experience

Nice to Have:

• Experience with Outreach, Salesforce, Orum, Lusha, ActivelyAI, Glean, or Claude

Job Data by YubHub.

Corporate FP&A sits at the center of Abnormal AI's financial engine, turning granular financial data into forecasts, board materials, and executive insight that drive decisions across the company. As Senior Manager, Corporate Finance, you'll own the annual operating plan, forecast cadence, and monthly CFO reporting package, and serve as the connective tissue between FP&A, Accounting, and senior leadership , translating complex financial dynamics into clear, decision-ready narratives.

Responsibilities

• Own the annual plan and forecast cadence across the P&L, balance sheet, and cash flow , with particular ownership of revenue and free cash flow forecasting , using driver-based models to continuously improve accuracy.
• Build scenario and sensitivity modeling into a core FP&A capability that informs key leadership decisions.
• Oversee the team’s ownership of the monthly CFO review package , budget vs actual variance analysis, forecast, and supporting analytics , partnering with Accounting on the close, while staying hands-on in building Board and investor reporting materials.
• Turn financial and operating data into clear, actionable insight for leadership through recurring reporting, dashboards, and ad hoc analysis.
• Oversee the team's ownership of Pigment systems, and direct AI-enabled automation and process/controls improvement across FP&A.
• Support SOX controls, audit committee materials, and other IPO-readiness work, partnering with Legal, Accounting, Investor Relations, and the CFO's office.
• Partner with Accounting, Tax, and People on specialized, cross-functional forecast items such as equity, payroll taxes, and benefits.
• Manage and grow a team of corporate finance analysts/managers, including coaching and career development.

Requirements

• Bachelor's degree in Finance, Accounting, Economics, or a related field; MBA or CPA a plus.
• 6-9+ years of progressive FP&A or corporate finance experience, ideally within high-growth SaaS or cybersecurity, including experience managing or developing direct reports.
• Demonstrated track record of improving forecast accuracy and building driver-based financial models from scratch.
• Highly analytical, with strong fluency in modern FP&A systems (Pigment, Snowflake, or similar) , comfortable using data to independently uncover key insights.
• Strong command of the three financial statements and core SaaS operating metrics (e.g., gross margin, ARR, contribution margin).
• Direct experience supporting public-company readiness workstreams (e.g., SOX controls, audit committee/board materials).
• Proven ability to move fluidly between granular financial detail and executive-level synthesis, with excellent written and verbal communication skills.
• High affinity for AI tools, with a track record of leading automation or efficiency initiatives within FP&A.

Nice to Have

• Experience at a company through an actual IPO, or in its first year as a newly public company.
• Familiarity with NetSuite, Maxio, Workday, or Sigma.
• Experience with AI-assisted forecasting/reporting tools or agentic workflows (e.g., Claude, Pigment AI Analyst).
• Prior experience in investment banking, strategy consulting, or equity research.
• Cybersecurity or infrastructure software industry background.

Compensation

• Base salary range: $160,700-$231,000 USD
• In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

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Responsibilities:

• Contact potential clients through outbound cold calls and emails
• Identify client needs and suggest appropriate products/services
• Proactively seek new business opportunities in the market
• Qualify leads from marketing campaigns as sales opportunities
• Exercise leadership, demonstrate effective sales planning, and work in a positive and motivating way with internal counterparts and external customers
• Meet or exceed monthly, quarterly and yearly targets
• Effectively partner and work across sales teams
• Act as the subject matter expert on Abnormal AI product offering

Must Haves:

• 6 months - 1 plus years proven work experience as a Business Development Rep
• Fluency in French
• Representative, Sales Account Executive or similar role (less experience is ok for the right candidate)
• Demonstrated ability to collaborate with a distributed sales team
• Capability of understanding customer pain points, requirements and correlating potential business to value
• Strong, professional communication skills -- written, verbal, presentation
• Aptitude to manage numerous requests and time demands concurrently, while achieving production goals from assigned territory or set of accounts
• Hands-on experience with multiple sales techniques (including cold calls)
• Drive, Grit, Team Oriented: strong desire to compete and win
• BA/BS degree or relevant experience

Nice to Have:

• Outreach
• Salesforce
• Orum
• Lusha
• ActivelyAI
• Glean
• Claude

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The ideal candidate should possess a mix of experience, sales intuition, career ambition, team-oriented mindset, quota-driven mentality, empathy, humility, positivity, confidence, and the ability to handle rejection.

Responsibilities

• Contact potential clients through outbound cold calls and emails
• Identify client needs and suggest appropriate products/services
• Proactively seek new business opportunities in the market
• Qualify leads from marketing campaigns as sales opportunities
• Exercise leadership, demonstrate effective sales planning, and work in a positive and motivating way with internal counterparts and external customers
• Meet or exceed monthly, quarterly, and yearly targets
• Effectively partner and work across sales teams
• Act as the subject matter expert on Abnormal AI's product offering

Must Haves

• 6 months to 1 year of proven work experience as a Business Development Rep
• Fluency in Dutch
• Demonstrated ability to collaborate with a distributed sales team
• Capability of understanding customer pain points, requirements, and correlating potential business to value
• Strong, professional communication skills -- written, verbal, presentation
• Aptitude to manage numerous requests and time demands concurrently, while achieving production goals from assigned territory or set of accounts
• Hands-on experience with multiple sales techniques, including cold calls
• Experience utilising AI tools in prospecting and day-to-day workflow
• Drive, Grit, Team Oriented: strong desire to compete and win
• BA/BS degree or relevant experience

Nice to Have

• Experience with Outreach, Salesforce, Orum, Lusha, ActivelyAI, Glean, or Claude

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This leader will partner closely with Sales, Marketing, Customer Success, and GTM Operations to translate company growth objectives into actionable plans across bookings, pipeline, capacity, productivity, retention, investment, and profitability.

This is a highly visible leadership role for someone who combines strong financial judgment with deep SaaS and GTM operating experience.

What You Will Own

• Lead Finance partnership for Sales, Marketing, Customer Success, and other GTM functions, providing a clear financial point of view on performance, investments, tradeoffs, and growth opportunities.
• Own GTM planning and forecasting across bookings, ARR, pipeline, sales capacity, productivity, headcount, operating expenses, retention, and other key business drivers.
• Develop a deep understanding of GTM performance and proactively identify risks and opportunities before they become visible in reported results.
• Partner with Sales and GTM Operations on capacity planning, territory and quota assumptions, ramp, productivity, pipeline coverage, conversion, and resource allocation.
• Partner with Marketing leadership to evaluate demand generation performance, investment efficiency, pipeline creation, attribution, and allocation of resources across programs and channels.
• Support Customer Success and Renewals leadership with retention, churn, expansion, renewal economics, and capacity planning.
• Lead the financial strategy and governance for sales compensation plans, including plan design, modeling, quota economics, incentive alignment, and cost forecasting.
• Oversee commissions forecasting and administration in partnership with Accounting and Sales Compensation, with a strong focus on accuracy, controls, scalability, and clear ownership.
• Build executive-ready narratives that connect financial results with operational drivers and clearly articulate what happened, why it happened, and what actions should follow.
• Provide financial leadership on major GTM initiatives, including new products, geographic expansion, pricing and packaging changes, channel investments, productivity programs, and other growth initiatives.
• Build and continuously improve driver-based financial models that connect pipeline, capacity, productivity, conversion, retention, and investment assumptions to bookings, ARR, revenue, and profitability.
• Use AI, automation, and advanced analytics to improve forecasting, variance analysis, management reporting, scenario planning, and recurring Finance processes.
• Identify opportunities to eliminate manual workflows and build more scalable processes across planning, reporting, commissions, and business partnership activities.
• Establish clear metrics, operating cadences, and management reporting that enable GTM and Finance leaders to make faster and better decisions.
• Lead, develop, and raise the bar for the GTM Finance team, creating clear accountability while building strong relationships across Finance and the business.

What We Are Looking For

• 12+ years experience in FP&A, strategic finance, or a related discipline, including leadership experience in a high-growth SaaS or recurring revenue business.
• Deep understanding of SaaS and GTM economics, including ARR, bookings, pipeline, conversion, sales capacity, rep productivity, retention, and customer acquisition.
• Demonstrated experience owning or materially influencing GTM planning, forecasting, and resource allocation.
• Strong experience partnering directly with senior Sales, Marketing, Customer Success, and Finance executives.
• Meaningful experience with sales compensation strategy, plan modeling, quota economics, commissions forecasting, or commissions administration.
• Strong command of operating expense and headcount management, with the ability to connect investments to business outcomes.
• Exceptional analytical skills and the ability to move comfortably between detailed operating analysis and executive-level strategic discussions.
• Strong financial modeling skills and experience building driver-based forecasts and scenarios in complex, rapidly changing environments.
• Ability to translate large amounts of financial and operational data into concise insights, recommendations, and actions.
• Demonstrated ability to improve processes, systems, controls, and operating discipline rather than simply manage existing workflows.
• Strong interest in AI and automation, with practical experience using modern tools to improve Finance productivity, analysis, or decision support.
• High ownership mindset. Comfortable personally driving important work while also building a team that can operate independently at scale.
• Bachelor’s degree in Finance, Accounting, Economics, Engineering, or a related quantitative field. MBA, CPA, or equivalent advanced experience is a plus.

Benefits

• Base salary range: $229,500-$330,000 USD
• In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Job Data by YubHub.

You will need to have good organization and written/verbal communication skills, be comfortable with making phone calls, and be able to have high-level conversations with C-level stakeholders in medium to large organizations.

Your responsibilities will include:

• Contacting potential clients through outbound cold calls and emails
• Identifying client needs and suggesting appropriate products/services
• Proactively seeking new business opportunities in the market
• Qualifying leads from marketing campaigns as sales opportunities
• Exercising leadership, demonstrating effective sales planning, and working in a positive and motivating way with internal counterparts and external customers
• Meeting or exceeding monthly, quarterly, and yearly targets
• Effectively partnering and working across sales teams
• Acting as the subject matter expert on Abnormal AI's product offering

To be successful in this role, you will need:

• 6 months-1+ year of proven work experience as a Business Development Rep
• Fluency in Dutch
• Demonstrated ability to collaborate with a distributed sales team
• Capability of understanding customer pain points, requirements, and correlating potential business to value
• Strong, professional communication skills -- written, verbal, presentation
• Aptitude to manage numerous requests and time demands concurrently, while achieving production goals from assigned territory or set of accounts
• Hands-on experience with multiple sales techniques (including cold calls)
• Experience with AI tools in prospecting and day-to-day workflow
• Drive, grit, team-oriented mindset
• BA/BS degree or relevant experience

Nice to have experience with:

• Outreach
• Salesforce
• Orum
• Lusha
• ActivelyAI
• Glean
• Claude

Job Data by YubHub.

This role owns the end-to-end planning, execution, and performance of integrated marketing programs in close partnership with sales and channel teams. You will lead field and partner marketing strategy for your assigned region, creating high-impact campaigns, tailoring messaging for local relevance, and reporting on results tied to bookings and qualified pipeline.

Responsibilities

• Lead regional field and partner marketing strategy to support pipeline and revenue goals through campaigns, events, ABM programs, and digital amplification
• Own end-to-end execution of region-specific initiatives,from idea through reporting,with accountability for budget, timeline, and impact
• Collaborate closely with AEs, CAMs, SDRs, and partner managers to drive aligned execution, participation, and adoption of marketing programs
• Build and maintain a quarterly pipeline generation plan, forecast impact, and adjust tactics based on results and market feedback
• Customize corporate messaging and content to suit regional buyer personas and go-to-market strategies
• Report on performance using Salesforce, Marketo, and Sigma dashboards; deliver insights to sales and marketing leadership to optimize ROI
• Mentor junior marketing team members or contribute to cross-regional initiatives that raise the bar for marketing excellence

Requirements

• 7+ years of B2B marketing experience, including field and channel marketing, with a strong track record of pipeline contribution
• Proven ability to independently plan, lead, and measure marketing programs tied to regional sales goals
• Deep experience collaborating with sales, partners, and cross-functional stakeholders to influence outcomes
• Strong strategic thinking, with hands-on ability to execute campaigns and adapt in real time
• Excellent written and verbal communication skills with the ability to tailor messaging to different audiences
• Proficiency with Salesforce, Marketo, and marketing analytics tools
• Willingness to travel 20–25% as needed

Nice to Have

• Cybersecurity or SaaS industry experience
• Familiarity with account-based marketing (ABM) strategies
• Experience managing partner co-marketing initiatives or working within an ecosystem of distributors and system integrators
• Bachelor’s degree in Marketing, Business, Communications, or a related field

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You will be responsible for building and leading a high-performing team of Enterprise sellers focused on landing and expanding strategic accounts.

You will serve as the regional sales leader, setting the vision, driving execution, and enabling your team to succeed through disciplined process, collaboration, and strong go-to-market alignment.

Responsibilities

• Recruit and hire a world-class team of enterprise sellers, on time and on budget
• Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growth
• Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business
• Develop an overall account strategy for the region resulting in strong execution and collaborative team selling
• Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program
• Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals
• Effectively forecast monthly/quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology
• Develop strategic relationships with existing channel partners and the development of new channel partners
• Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives
• Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory

Requirements

• 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions
• 3+ years leading a sales team focused on growing new business and new logos
• Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline
• A winner, someone who holds themselves accountable to consistent over-achievement
• Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories
• Experience managing and closing deals of $200K+ as well high value transactions above $1m+
• Experience establishing and fostering strong relationships with potential partners and customers at executive levels
• Strong presentation and communications skills, competent translating technical features into business value
• Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
• Outstanding verbal, written, and presentation skills
• Comfortable working in a highly fast-paced environment

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As the first Customer Trust hire in the region, this person will partner closely with EMEA-based Engineering and Sales teams to foster a culture of trust between Abnormal and its customers.

The role involves presenting Abnormal's control environment to senior buyers, designing response strategies for high-stakes security reviews, and driving clarity when customer expectations conflict with reality.

Responsibilities:

• Own and build the customer-trust program for EMEA
• Contribute to defining how the trust response process scales as deal volume grows
• Translate customer security requirements into internal controls, evidence, and product or operational requirements
• Track and drive resolution of gaps between customer expectations and Abnormal's actual control environment
• Partner with EMEA-based Engineering and Sales teams, as well as Security and Legal
• Maintain up-to-date content in Responsive and accurate documentation in Safebase Trust Center for EMEA
• Support the tooling that underpins the trust response process
• Engage in ad-hoc projects as required
• Maintain regular communication with internal stakeholders and Sales leadership

Requirements:

• 7-10 years of experience in customer-facing security, trust, or compliance roles
• Familiarity with SOC 2, ISO 27001, ISO 27701, ISO 42001, RFPs, and security questionnaires
• Experience translating customer security requirements into internal controls, evidence, and product or operational requirements
• Strong project management skills
• Excellent written and verbal communication skills

Nice to Have:

• Bachelor's degree or equivalent experience
• CIPP/E, CIPM, CISM, CISSP, CTPRP, or ISO 27001 Lead Auditor certification(s)
• Experience using Responsive and SafeBase Trust Center
• Experience in a fast-paced, high-growth technology company

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Outbound Product Management (OPM) is R&D's operating layer in the field, the function that sits between what we build and how it performs with customers.

Responsibilities:

• Architect the field motion for an assigned product launch: design how the product gets demoed, how a POV gets structured, and what the field needs to run it at scale , then get hands-on with customer discovery, deep dives, and POVs to validate the approach.
• Test and refine messaging hypotheses in live deals alongside Sales Engineers, and diagnose competitive loss reasons.
• Brief PM with pattern analysis across accounts, distinguishing a product gap from a positioning or sales-motion problem.
• Partner with Product Marketing as a standing collaborator, stress-testing messaging in live deals and reporting what's landing versus what needs to change.
• Own the handoff at General Availability: document what worked, what broke, and what the field needs to run the motion independently , then move to the next product and do it again.

Requirements:

• 5+ years in Product Management or Solutions/Sales Engineering in enterprise security.
• Demonstrated ability to independently synthesize unfamiliar products quickly , given a new product and limited context, you can identify what matters, form a hypothesis, and start building the field motion.
• Experience working in a pre-launch or early-stage product environment before a playbook existed, with a specific program, motion, or deliverable built from scratch to show for it.
• Credibility that speaks through work and presence, and the instinct to move toward problems before they're assigned.
• Strong written and verbal communication; credible in front of technical buyers and security teams, equally comfortable in a live customer conversation and an internal roadmap review.
• High operational excellence and ownership: you've taken a field observation from raw signal to a documented recommendation that a PM or GTM team acted on.
• Strong analytical skills, with the capacity to reason through ambiguous problems and move to a working hypothesis without waiting for the full picture.

Nice to Have:

• Prior involvement in new product launches, design partnerships, early-access, and/or beta programs.
• Experience running or presenting in structured cross-functional forums.
• Familiarity with enterprise security platforms such as CrowdStrike, Palo Alto Networks, Zscaler, Wiz, Microsoft, or similar.
• Comfort using AI tools to synthesize patterns across large sets of qualitative input.
• Prior startup experience.

Why This Role Matters: This role is a career inflection point. It’s a senior seat with real organizational weight that will set a new standard for the team around you.

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The Outbound Product Management (OPM) role sits between what the company builds and how it performs with customers. You will run structured validation before a playbook exists, test messaging in live customer conversations, and distinguish a real product gap from a positioning or sales-motion gap.

Your identity background will enable you to earn the trust of a customer's security team by going deep on IAM, authentication, and access patterns. You will translate what you hear into actionable insights for Product and Product Marketing.

Near-term Responsibilities

• Own the field motion for Identity Threat Protection: demos, deep dives, and POVs with prospective and existing customers.
• Test and refine messaging hypotheses in live deals alongside Sales Engineers, and diagnose competitive loss reasons.
• Collaborate with PM and PMM to build out a proven, repeatable field playbook, grounded in pattern analysis across accounts.

Long-term Responsibilities

• Lead standing ownership of the identity product area within OPM, carrying it forward permanently as the product moves through its lifecycle.
• Run adoption diagnostics on identity features and support technical evaluations in competitive renewals.
• Partner with Product Marketing as a standing collaborator on identity messaging and competitive positioning.

Must-Have Skills

• 4+ years in Product Management or Solutions/Sales Engineering, with demonstrated depth in identity security (IAM, IGA, PAM, or SSO/authentication).
• Experience working in a pre-launch or early-stage product environment before a playbook existed.
• Strong written and verbal communication; credible in front of technical buyers and security teams.
• High operational excellence and ownership.
• Strong analytical skills, with the capacity to reason through ambiguous problems.

Nice to Have

• Direct experience with account takeover (ATO), session/privilege abuse, or identity-based attack patterns.
• Prior involvement in a new-product launch, early-access program, or beta motion.
• Experience running or presenting in structured cross-functional forums.
• Familiarity with identity platforms such as Okta, Microsoft Entra, SailPoint, BeyondTrust, or Ping Identity.
• Comfort using AI tools to synthesize patterns across large sets of qualitative input.
• Prior startup experience.

Why This Role Matters

This role is a career inflection point, offering the opportunity to build GTM fluency and strategic ownership. You will own a key product area from day one, and your work will directly impact how customers buy and adopt the company's products.

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Responsibilities:

• Support the sourcing and procurement organization in meeting its operational goals and priorities.
• Enable execution of procurement strategies and policies, and train stakeholders on P2P platform utilization.
• Ensure consistent application of procurement and AP processes across teams.
• Measure compliance with procurement policies and contracts.
• Manage contracts, metadata, and invoices, and resolve PO issues.
• Provide operational support to Sourcing Managers and AP Supervisors.

Requirements:

• 3-5 years of experience in Procurement, Accounts Payable, Operations, or Business Administration.
• Excellent analytical, verbal, and written skills.
• Strong influencing and relationship-building skills.
• Ability to work with globally distributed stakeholders.

Preferred Qualifications:

• Bachelor's degree in Business, Supply Chain, Finance, or related field.
• Experience with procurement software, intake platforms, and contract management tools.
• Prior experience supporting diverse stakeholder groups.

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This is an AI-native, vertically integrated role. You will source the data yourself, build the model, and run the analysis, with AI doing the heavy lifting. Then package it into a sharp recommendation and manage senior stakeholders yourself, with the judgment of someone who's done this at the partner level.

Responsibilities:

• Frame and break down complex business problems, develop hypotheses, and drive analysis to recommendations using AI tools
• Build and iterate on analyses, models, and dashboards on your own
• Work across cross-functional stakeholders to gather information, pressure-test hypotheses, and co-create deliverables
• Present recommendations that hold up under executive scrutiny
• Drive cross-functional execution after recommendations land
• Wear different hats as needed: strategy, project management, or hands-on execution
• Coach analysts and Strategy team members on using AI to extend their output

Requirements:

• High agency and self-motivation
• AI fluency and experience with AI tools
• Vertically integrated with ability to do analyst-level and associate-partner-level work
• Ownership mentality that drives cross-functional execution
• 3+ years post-MBA with at least 2 in management consulting, private equity, or top-tier tech strategy
• MBA from a top-tier B-school or equivalent demonstrated output
• Deep experience in enterprise tech; cybersecurity knowledge is a plus
• Comfortable building relationships and leading through influence
• Experience managing projects and large-scale transformations
• Strong verbal and written communication with senior audiences

Nice to Haves:

• Hands-on experience using AI coding tools
• Background in cybersecurity or another high-growth SaaS category

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You will recommend packaging, pricing, and metering for our email security bundles and new products, and continuously reassess pricing and packaging across our existing portfolio.

Key responsibilities include:

• Developing pricing strategies for email security bundles and new products
• Deciding on pricing models, including consumption-based or credit-based approaches
• Collaborating with senior leadership to implement pricing decisions
• Working with Sales Operations, Billing, and CPQ teams to execute pricing changes
• Analyzing pricing performance and benchmarking against competitors
• Training the sales team on pricing strategy and negotiation guardrails

Requirements:

• 10+ years of experience in pricing strategy, packaging, or monetization, ideally in B2B SaaS or cybersecurity
• Proven track record owning pricing end-to-end, from recommendation to decision to implementation
• Direct experience with usage-based, consumption-based, or credit-pool pricing models
• Strong quantitative and analytical skills
• Ability to influence senior stakeholders without direct authority

Nice to have:

• Experience in cybersecurity or enterprise security software
• MBA or equivalent strategy, finance, or consulting background
• Hands-on experience with CPQ platforms and deal desk processes

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In partnership with Mid-Market Account Executives, you will be responsible for conducting in-person and remote product demonstrations, leading architecture-level technical discussions, articulating the technical and business value of Abnormal AI's platform, and owning and driving successful outcomes for Enterprise-scale Proof of Value (POV) programs.

The ideal candidate for this role will be located in the Ohio Valley region (Detroit, Cincinnati, Louisville, Columbus, Nashville or Memphis ideally) and possess the following skill set:

• 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.

What You Will Do

• 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

Must Have

• 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.

Nice to Have

• 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

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This is a full-cycle sales role, where the Account Executive will own the entire sales process, from initial prospecting through to deal closure, within a defined territory.

The ideal candidate will bring a strong hunter mindset, a genuine passion for cybersecurity, experience collaborating in team-selling environments, and the drive to make an immediate impact.

Responsibilities

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota

Additional Information

Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.

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You are responsible for all transactions within that account and help quarterback the sales ecosystem to support the customer’s success.

The ideal candidate for the role will be local to the NYC area and have the following skillset:

• Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals.
• Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions.
• Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges.
• Process-oriented with a consistent, repeatable sales methodology and strong time management skills , capable of managing multiple deals without sacrificing quality.
• Data-disciplined, maintaining accurate and consistent account and opportunity data at all times.
• Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups.
• Knowledge sharer, able to extract, organise, and document customer insights and deal lessons to enable broader team learning.
• Internal guide, adept at navigating and supporting internal buying processes.
• Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS.

Responsibilities:

• Sell Abnormal security solutions to approximately 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota.
• Work from initial conversations through signing a contract and up-selling once they’re a customer.
• Prospect and generate new business opportunities within Major Accounts to supply enough pipeline for them to hit sales targets.
• Work with Customer Success to ensure a timely renewal and expansion sale opportunities.
• Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan).
• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritisation to close more revenue.

Requirements:

• Enterprise Account Hunter with 5+ years of direct (not overlay) experience driving new logo acquisition within Fortune and Global 500 organisations, focused on cold prospecting, multi-threading, and closing complex, high-value deals.
• Proven track record of success closing new Major Account Logos, while also cross selling/ upselling and growing the existing customer account.
• Skill in negotiating with large organisations and closing complex sales.
• Proven performer with consistent over quota performance and/or top 5% of sales org.
• Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
• Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel.
• Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.).
• BS/BA degree or equivalent work experience.

Job Data by YubHub.

With 4+ years of experience, you've developed a track record of supporting enterprise customers, driving technical investigations, and advocating for continuous product improvement.

You're energized by the evolving threat landscape in email and SaaS security, and you're excited to support a platform that uses behavioral AI to stop the attacks others miss.

Responsibilities

• Serve as a trusted L1 technical advisor for enterprise customers using Abnormal's Cloud Email Security, AI Security Agents, and SaaS Security solutions.
• Own and resolve inbound support tickets, including configuration issues, API-related questions, behavioral false positives, and threat investigations.
• Deliver timely customer updates, root cause analysis, and solution recommendations that build trust and confidence in the platform.
• Partner closely with Engineering teams to drive high-quality resolutions and maintain thorough post-mortem documentation.
• Support onboarding and customer engagement efforts alongside Customer Success Managers.
• Create and maintain internal and external knowledge base documentation to improve customer self-service and case deflection.
• Identify recurring support trends and customer pain points, and provide feedback that helps improve product functionality and user experience.

Requirements

• 4+ years of experience in technical support within cybersecurity, SaaS, or enterprise technology environments.
• Strong understanding of email security concepts and modern cloud/SaaS ecosystems.
• Experience troubleshooting APIs, integrations, and enterprise platform configurations.
• Ability to investigate and resolve technical issues through log analysis and cross-functional collaboration.
• Strong written and verbal communication skills.
• Experience working with Salesforce, Jira, Confluence, or similar support and collaboration tools.
• Customer-first mindset with a strong focus on problem-solving and operational excellence.
• Experience using AI tools or AI-powered support platforms is highly preferred.

Nice to Have

• Fluent in Spanish, bonus if also fluent in Portuguese
• Knowledgeable in email security fundamentals, SaaS environments, and cloud ecosystems such as Microsoft 365, Google Workspace, Slack, Okta, Splunk, CrowdStrike, Cortex SOAR, REST APIs, and Zoom.
• Skilled at troubleshooting complex technical issues, analyzing logs, and partnering cross-functionally with Engineering and Product teams to drive resolution.
• Excellent communicator who can clearly explain technical concepts to both technical and non-technical audiences.
• Familiar with tools like Salesforce, Jira, and Confluence to manage workflows and collaboration effectively.
• Someone who values continuous learning, operational efficiency, and delivering exceptional customer experiences.
• Comfortable leveraging AI-powered tools and GPT-based assistants to improve troubleshooting, workflows, and support outcomes.

Compensation

• Base salary range: $31.25-$44.96 USD
• In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Job Data by YubHub.

We built our platform from AI up, to detect subtle human-targeted attacks that traditional tools miss. You'll be selling something genuinely different, and you'll need to sell it with conviction.

Responsibilities

• Own and grow a defined enterprise territory, with a mandate to overachieve new annual recurring revenue quota.
• Run the full deal cycle on enterprise accounts (>3k mailbox organizations).
• Prospect and build new business opportunities to keep your pipeline ahead of target.
• Sell a platform that's actively expanding underneath you.
• Partner with Customer Success to protect renewals and spot expansion opportunities.
• Keep your data sharp across Salesforce, Highspot, and Close Plan.
• Be the customer's advocate inside Abnormal, working with Sales Engineering, Product, and Marketing.

Must Haves

• 3+ years of direct experience hunting in enterprise-sized organizations (3k+ employees).
• Negotiation skill that holds up against large organizations and complex sales cycles.
• A track record of consistent over-quota performance.
• Technical fluency across security, email, cloud, and AI.
• Cybersecurity or security-adjacent SaaS sales experience.
• A builder's mindset: thriving in early-stage environments.

Benefits

• Base salary range: $144,500-$170,000 USD
• Eligible for bonus or incentive compensation, equity, and a comprehensive benefits package

Job Data by YubHub.

The ideal candidate will be local to Southeast Florida and possess a proven track record as a hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts.

Key responsibilities include:

• Selling Abnormal security solutions to enterprise accounts in the defined territory with the goal of overachieving new annual recurring revenue quota.
• Working with enterprise accounts from initial conversations through signing a contract and upselling once they're a customer.
• Prospecting and generating new business opportunities with enterprise accounts to supply enough pipeline to hit sales targets.
• Collaborating with Customer Success to ensure timely renewal and expansion sale opportunities.
• Maintaining accurate and consistent account and opportunity data across all sales systems.
• Serving as a voice for the customer/prospect with internal teams to ensure appropriate prioritization to close more revenue.

Requirements:

• Enterprise Account Hunter with 3+ years of direct experience selling into enterprise-sized organizations.
• Skill in negotiating with large organizations and closing complex sales.
• Proven performer with consistent over quota performance.
• Technically competent in areas such as security, email, cloud, AI, etc.
• Experience selling subscription software/SaaS to CISOs and security personnel with average sales $100k+.
• Start-up experience with success at an early-stage company.
• BS/BA degree or equivalent work experience.

Benefits include a comprehensive package with base salary ranging from $144,500 to $170,000 USD, potential bonus or incentive compensation, equity, and a benefits package.

Job Data by YubHub.

The Director will lead the renewals organization, own revenue retention across Abnormal's multi-product behavioral security platform, and build the renewals engine for predictable retention and cross-product expansion at scale.

Responsibilities

• Own Abnormal's renewals strategy and operating model end to end: define the renewal motion, segmentation approach, playbooks, and systems that enable the function to scale.
• Lead, mentor, and develop a high-performing team of Renewal Managers/Specialists, setting clear goals and KPIs for renewal bookings, gross renewal retention, Upsell, and forecast accuracy.
• Manage and improve the full renewal lifecycle: engage early, negotiate terms, secure commitments, and collaborate with cross-functional teams to ensure contract execution.
• Drive a data-driven renewal process: monitor pipeline health, identify at-risk accounts, implement preservation strategies, and report on renewal metrics.
• Partner with Customer Success and Sales to identify expansion opportunities during renewal engagements and align on a joint renewal-and-expand motion.
• Develop and mature forecasting models for renewal bookings, churn, and NARR, presenting updates to senior leadership and driving improvements in predictability.
• Manage escalations and high-visibility renewal situations; support Renewal Managers/Specialists in complex negotiations or large-scale renewals.
• Stay current with SaaS licensing, pricing models, contract terms, and market trends in the email security/cybersecurity industry.

Requirements

• 10+ years of experience in renewals, post-sales, or account management within a B2B SaaS environment; preferably with 4+ years managing direct reports.
• Proven track record of owning gross retention as a top-line commitment at scale, with demonstrable improvement in retention and forecast accuracy across a full function.
• Experience building or substantially maturing a renewals function: motion design, segmentation, playbooks, tooling, and the operating cadence behind them.
• Executive presence and influence: able to shape strategy with C-level internal peers and lead the highest-stakes customer negotiations.
• Strong quantitative and operational judgment: fluent in the forecasting models, retention economics, and systems (Salesforce, Gainsight) that run a modern renewals org.
• Strong communication and leadership skills with the ability to develop, motivate, and retain a team.
• Strategic thinker who can improve and scale processes in a dynamic, high-growth environment.
• Experience building and operationalizing AI tools to improve renewals and post-sales processes.

Nice to Have

• Experience in email security, cybersecurity, or other highly regulated SaaS industries.
• Experience working in a high-volume renewal environment or managing large renewal books.
• Exposure to international renewal/multi-regional contract management.

Compensation

• Base salary range: $210,800-$248,000 USD
• Eligible for bonus or incentive compensation, equity, and a comprehensive benefits package

Job Data by YubHub.

The ideal candidate will be local to the Philadelphia or Southern New Jersey area and possess a proven track record as a hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts.

Key responsibilities include:

• Selling Abnormal security solutions to the defined territory with the goal of overachieving new annual recurring revenue quota
• Working with enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they're a customer
• Prospecting and generating new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline to hit sales targets
• Collaborating with Customer Success to ensure timely renewal and expansion sale opportunities
• Maintaining accurate data across all sales systems (Salesforce, Highspot, Close Plan)
• Serving as a voice for the customer/prospect with internal teams, including Sales Engineering/POV team, Product, and Marketing

Requirements:

• Enterprise Account Hunter with 3+ years of direct experience selling into enterprise-sized organizations, including prospecting, winning new logos, and expanding major accounts in competitive environments
• Skill in negotiating with large organizations and closing complex sales
• Proven performer with consistent over quota performance and/or top 5% of sales org
• Technically competent in areas such as security, email, cloud, AI, etc.
• Experience selling subscription software/SaaS to CISOs and security personnel
• Start-up experience with success at an early-stage company
• BS/BA degree or equivalent work experience

Benefits include a base salary range of $144,500-$170,000 USD, potential bonus or incentive compensation, equity, and a comprehensive benefits package.

Job Data by YubHub.

Abnormal AI protects organizations from the most sophisticated email and collaboration attacks using behavioral AI. Security is not a bolt-on at Abnormal; it is core to the product we sell and the trust our customers place in us. Our security organization operates a commercial cloud environment and a separate FedRAMP-authorized environment, and we are pursuing increasingly rigorous federal authorizations as we grow.

We are hiring a Director of Security reporting to the CISO and leading the Security Engineering organization. You will build and scale high-performing security teams, own major security programs end to end, and operate autonomously in the CISO's absence, including representing security to executive leadership, customers, and auditors.

This is a role for a deeply technical leader with a software engineering background who has grown into people leadership. You have built security teams from the ground up, you write and review code and architecture when it matters, and you believe the best security organizations earn their influence through partnership rather than policy enforcement.

Our Security Philosophy

We run security the way the best engineering-led companies do:

• Security reduces toil. Our job is to make the rest of the company faster and safer at the same time. If a control adds friction without reducing risk, it is a defect.

• Paved paths, safe by default. We invest in guardrails, golden paths, and secure-by-default infrastructure so the easy choice is the secure choice. We prefer preventing classes of problems over chasing individual findings.

• Partnership over gatekeeping. Security succeeds only through deep collaboration with engineering, IT, and business teams. We embed with builders, we ship alongside them, and we take on their constraints as our own.

• Engineering-grade rigor. We treat security problems as engineering problems: automated, measurable, code-reviewed, and continuously improved.

If the security cultures that value freedom and responsibility, context over control, and guardrails over gates resonate with you, you will feel at home here.

What You Will Do

• Serve as deputy to the CISO: act with full authority in the CISO's absence and represent the security organization to executives, customers, and regulators.

• Lead, coach, and grow managers and senior engineers across Security Engineering and Security Operations.

• Own the security engineering roadmap: cloud security architecture (AWS-first), detection and response, identity, vulnerability management, and secure-by-default platform investments.

• Drive cross-functional programs with Engineering, IT, and Product, from AI security governance to data perimeter controls to federal compliance initiatives.

• Set and defend engineering standards for the security organization: everything as code, automated where possible, measured against outcomes rather than activity.

• Build hiring pipelines and raise the bar on every hire; own performance management, promotion cases, and succession planning within your teams.

• Translate technical risk into business terms for the executive team and board, and translate business priorities into a coherent security strategy.

Must Haves

• 10+ years in security or software engineering, including 4+ years managing security teams, ideally including managers of managers or equivalent scope.

• A genuine software engineering background: you have shipped production software, and you evaluate security solutions the way an engineer would.

• A proven record of building and scaling high-performing security teams, with alumni who would work for you again.

• Deep technical fluency in cloud-native environments: AWS organizations and multi-account governance, Kubernetes, identity and access, detection engineering, and modern SDLC security.

• Demonstrated cross-functional leadership: you have earned the trust of engineering leaders and shipped security outcomes through their teams, not around them.

• Strong written communication: you produce decision-ready documents and can drive alignment asynchronously.

• Executive presence: comfortable presenting to C-level leadership, customers, and auditors without preparation from the CISO.

Strong Signals

• You are currently a security engineering manager or senior manager at a fintech, high-growth startup, or forward-leaning enterprise, and you are ready for broader scope.

• You have built paved-path or secure-by-default platforms that measurably reduced both risk and developer friction.

• Experience with compliance-driven environments (FedRAMP, SOC 2, ISO 27001) without letting compliance define the security program.

• Experience securing AI/ML systems or governing AI adoption at scale.

• You have operated in environments where security headcount was scarce and automation was the only way to scale.

Why This Role

You will inherit strong teams, an executive staff that treats security as a first-class function, and a CISO who wants a true partner rather than a lieutenant. The scope is broad, the autonomy is real, and the ceiling on this role is defined by what you take on.

#LI-ML1

Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Base salary range:$214,200-$308,000 USD

Job Data by YubHub.

We are looking for an Enterprise Account Executive to join our team.

What you will do

The responsibilities of this role will include:

Must Haves

Nice to Haves

Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.

They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person.

Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer.

All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.

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.

Job Data by YubHub.

We built our platform from AI up, to detect subtle human-targeted attacks that traditional tools miss. You'll be selling something genuinely different, and you'll need to sell it with conviction.

Responsibilities

• Own and grow a defined enterprise territory, with a mandate to overachieve new annual recurring revenue quota.
• Run the full deal cycle on enterprise accounts (>3k mailbox organizations).
• Prospect and build new business opportunities to keep your pipeline ahead of target.
• Sell a platform that's actively expanding underneath you.
• Partner with Customer Success to protect renewals and spot expansion opportunities.
• Keep your data sharp across Salesforce, Highspot, and Close Plan.
• Be the customer's advocate inside Abnormal, working with Sales Engineering, Product, and Marketing.

Must Haves

• 3+ years of direct experience hunting in enterprise-sized organizations (3k+ employees).
• Negotiation skill that holds up against large organizations and complex sales cycles.
• A track record of consistent over-quota performance.
• Technical fluency across security, email, cloud, and AI.
• Cybersecurity or security-adjacent SaaS sales experience.
• A builder's mindset: thriving in early-stage environments.

Benefits

• Base salary range: $144,500-$170,000 USD
• Eligible for bonus or incentive compensation, equity, and a comprehensive benefits package

Job Data by YubHub.

You will build and nurture strong customer relationships, align on business goals, and drive measurable outcomes through best practice adoption and strategic planning.

Your responsibilities include:

• Acting as the main point of contact for assigned customers, developing strategic relationships and guiding platform adoption and success planning
• Delivering regular business reviews, clearly communicating ROI and aligning on success metrics to support retention and expansion
• Understanding customers' industries, goals, and challenges to provide tailored recommendations and align internal and external stakeholders on success objectives
• Promoting awareness and usage of key platform features, providing ongoing education, and identifying opportunities for expanded adoption
• Proactively monitoring customer health, managing escalations, and collaborating with Product, Engineering, Support, and Sales teams to resolve issues and share actionable insights
• Maintaining expert knowledge of the product roadmap and communicating relevant updates and enhancements to customers
• Coordinating with internal teams to develop and execute customer success plans, addressing risks before they impact engagement or satisfaction

Requirements:

• 5+ years of experience in enterprise SaaS, with at least 3+ years in Customer Success, TAM, or support roles
• Proven ability to manage large customer portfolios and develop long-term relationships, including at the executive level
• Excellent communication, presentation, and organizational skills, capable of managing both strategic and technical conversations effectively
• Strong problem-solving skills and experience resolving escalations while maintaining a positive customer experience
• Proficiency with CRM and case management tools such as Salesforce and Jira
• Technical proficiency related to internet technologies, networking, and email security products
• Bachelor's degree in Computer Science, Engineering, or a related technical discipline, or equivalent practical experience

Job Data by YubHub.

The ideal candidate is a proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. They should be skilled at leveraging demand gen pillars, qualifying customers, presenting tailored demos, and maintaining accurate sales data.

Key responsibilities include:

• Selling Abnormal security solutions to achieve new annual recurring revenue quota
• Managing enterprise accounts from initial conversations to contract signing and upselling
• Prospecting and generating new business opportunities with enterprise accounts
• Collaborating with Customer Success to ensure timely renewals and expansion sales
• Documenting results and maintaining accurate data across sales systems

Requirements:

• 3+ years of direct experience selling into enterprise-sized organizations
• Proven track record of overachieving sales quotas
• Technical competence in areas such as security, email, cloud, and AI
• Experience selling subscription software/SaaS to CISOs and security personnel
• Start-up experience with success in a competitive environment
• Bachelor's degree or equivalent work experience
• Proficiency in English

Job Data by YubHub.

You will build and nurture strong customer relationships, align on business goals, and drive measurable outcomes through best practice adoption and strategic planning.

Your responsibilities include:

• Acting as the main point of contact for assigned customers, developing strategic relationships and guiding platform adoption and success planning
• Delivering regular business reviews, clearly communicating ROI and aligning on success metrics to support retention and expansion
• Understanding customers' industries, goals, and challenges to provide tailored recommendations and align internal and external stakeholders on success objectives
• Promoting awareness and usage of key platform features, providing ongoing education, and identifying opportunities for expanded adoption
• Proactively monitoring customer health, managing escalations, and collaborating with Product, Engineering, Support, and Sales teams to resolve issues and share actionable insights
• Maintaining expert knowledge of the product roadmap and communicating relevant updates and enhancements to customers
• Coordinating with internal teams to develop and execute customer success plans, addressing risks before they impact engagement or satisfaction

Requirements:

• 5+ years of experience in enterprise SaaS, with at least 3+ years in Customer Success, TAM, or support roles
• Proven ability to manage large customer portfolios and develop long-term relationships, including at the executive level
• Excellent communication, presentation, and organizational skills, capable of managing both strategic and technical conversations effectively
• Strong problem-solving skills and experience resolving escalations while maintaining a positive customer experience
• Proficiency with CRM and case management tools such as Salesforce and Jira
• Technical proficiency related to internet technologies, networking, and email security products
• Bachelor's degree in Computer Science, Engineering, or a related technical discipline, or equivalent practical experience

Job Data by YubHub.

The ideal candidate will be local to the Chicago area and possess the following skills:

• Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts
• Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions
• Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges
• Process-oriented with a consistent, repeatable sales methodology and strong time management skills
• Data-disciplined, maintaining accurate and consistent account and opportunity data at all times
• Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups
• Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning
• Internal guide, adept at navigating and supporting internal buying processes
• Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams

Responsibilities include:

• Selling Abnormal AI solutions to the defined territory with the goal of overachieving new annual recurring revenue quota
• Working with enterprise accounts from initial conversations through signing a contract and up-selling once they're a customer
• Prospecting and generating new business opportunities with enterprise accounts
• Collaborating with Customer Success to ensure timely renewal and expansion sale opportunities
• Maintaining accurate data across all sales systems
• Being a voice for the customer/prospect with internal teams

Requirements:

• Enterprise Account Hunter with 3+ years of direct experience selling into enterprise-sized organizations
• Skill in negotiating with large organizations and closing complex sales
• Proven performer with consistent over quota performance
• Technically competent in areas such as security, email, cloud, AI, etc.
• Experience selling subscription software/SaaS to CISOs and security personnel
• Start-up experience with success in a company that was early stage or had limited resources
• BS/BA degree or equivalent work experience

Job Data by YubHub.

As a Customer Solutions Engineer, you will serve as a flexible technical resource for Customer Success Managers (CSMs) to bring into challenging or recurring account situations that a standard support case isn't built to resolve. You will take on short-term, project-based technical engagements for customers without a dedicated Technical Account Manager.

Responsibilities:

• Serve as a flexible technical resource CSMs can bring into challenging or recurring account situations that a standard support case isn't built to resolve.
• Take on short-term, project-based technical engagements for customers without a dedicated TAM.
• Partner with CSMs to assess customer technical needs, join investigative or best-practices calls, and determine the right next step.
• Lead hands-on platform optimization: configuration reviews, best-practices setup, and proactive tuning that prevents issues from recurring.
• Document session recaps and next steps in the CRM so recommendations are clear to the customer and visible to the broader team.
• Advise customers on underused contracted features and flag upsell or professional services/deployment opportunities where relevant.
• Recognize when a situation exceeds this role's scope and hand it to the Critical Situation Manager or Technical Support with a clear, documented hand-off.
• Surface patterns across engagements to Product, Engineering, and Customer Success to drive systemic improvement.

Requirements:

• 3+ years in a customer-facing technical role (email infrastructure, IT security/administration, engineering, or technical support) in enterprise SaaS or cybersecurity
• Solid grounding in Abnormal's platform and configuration best practices, sufficient to work independently with customers without a senior technical resource in the room
• Strong triage judgment; able to recognize quickly whether a situation calls for hands-on technical guidance or a more senior technical resource
• Comfortable stepping into a customer relationship for a defined engagement and stepping back out; this is not a standing account-ownership role
• Able to manage multiple concurrent, time-bound engagements across a broad book of business rather than a fixed set of named accounts
• Excellent communication skills across technical and business stakeholders, including comfort presenting to senior customer stakeholders

Nice to Have:

• Familiarity with email authentication/delivery protocols and cloud email platforms (Microsoft 365, Google Workspace)
• Prior experience in a floating/pooled technical resource model (e.g., professional services, deployment, or solutions engineering)
• Bachelor's degree in a technical field, or equivalent hands-on experience

Job Data by YubHub.

Responsibilities

• Provide technical support for complex customer situations that require a high level of technical expertise
• Conduct short-term, project-based technical engagements for customers without a dedicated Technical Account Manager
• Collaborate with CSMs to assess customer technical needs and determine the best course of action
• Optimize platform configuration, perform best-practices setup, and proactive tuning to prevent recurring issues
• Document session recaps and next steps in the CRM for clear communication with customers and the broader team
• Identify opportunities for upselling or professional services and notify relevant teams
• Escalate situations that exceed the role's scope to the Critical Situation Manager or Technical Support
• Analyze patterns across engagements to drive systemic improvements

Requirements

• 3+ years of experience in a customer-facing technical role (email infrastructure, IT security/administration, engineering, or technical support) in enterprise SaaS or cybersecurity
• Solid understanding of Abnormal's platform and configuration best practices
• Strong triage judgment and ability to recognize when a situation requires hands-on technical guidance or a more senior technical resource
• Excellent communication skills for presenting to senior customer stakeholders
• Ability to manage multiple concurrent engagements across a broad portfolio of customers

Nice to Have

• Familiarity with email authentication/delivery protocols and cloud email platforms (Microsoft 365, Google Workspace)
• Experience in a floating/pooled technical resource model (e.g., professional services, deployment, or solutions engineering)
• Bachelor's degree in a technical field, or equivalent hands-on experience

Job Data by YubHub.

The Compliance Trust team drives internal and external audit readiness, manages enterprise and third-party risk, and leads governance across information security, AI, and data to deliver a foundation to maintain company's information security, privacy, and AI compliance certifications.

The ideal candidate will have the mindset of an auditor with keen attention to detail, possess exceptional skills in project management, be a good communicator who excels at explaining complex technology to diverse audiences in a way that fosters understanding and ownership, has strong collaboration and business sense, and an adept awareness of our customers' requirements of Abnormal as a leading cybersecurity SaaS provider.

Responsibilities

• Own and run Abnormal's governance committees including AI Governance, Data Governance, Security Governance, and any additional governance programs the business needs.
• Hold end-to-end ownership of the policy program, including drafting, revising, and maintaining policies across governance domains, and driving stakeholder review and acknowledgment.
• Keep abreast of regulatory and industry developments and advise leadership on the potential impact on the program strategy and plans.
• Ensure program activities align with strategy and manage the timely and high-quality execution of GRC landmarks.
• Drive internal control effectiveness through rigorous internal control monitoring, implementing control enhancements, and providing thought leadership on control design, operations, and supporting processes and policies.
• Perform compliance readiness assessments and provide updates, recommendations, and roadmap to senior management both within Security and to our business partners.
• Advise, educate, and train process and control owners with the preparation and ongoing maintenance of controls and control documentation.
• Recommend, develop, and manage the company's risk register, including the definition and reporting on key risk indicators (KRIs) and key performance indicators (KPIs).
• Conduct regular risk assessments and work with relevant departments to identify, evaluate, and mitigate risks across the organization.
• Proactively identify gaps or conflicts in existing policies and processes and work to develop solutions with internal business partners.
• Drive remediation and risk mitigation activities, including root cause analysis and owning the design, tracking, and progress of action plans across compliance, policy, or process gap remediation activities and risk mitigation activities in partnership with internal business partners.
• Design and manage program operations to support the program goals and implement and maintain technology to support the program and its operations.
• Engage in ad-hoc projects as required.
• Maintain regular, clear communication with project teams, key partners, and management regarding the status of controls testing, audit progress, risk assessment progress, and progress of issues management.

Requirements

• 4-7 years of experience in cyber security, technology risk, GRC, and/or technical compliance roles, with at least 2 years focused on ISO 27001 implementation and maintenance
• Demonstrated experience leading at least one full ISO 27001 certification cycle (including the 2022 revision of ISO 27001) from start to finish
• Proven project management experience, including: managing multiple concurrent compliance projects with competing deadlines; leading cross-functional teams across technical and business units; experience with project management methodologies (Agile, Waterfall) and tools (ServiceNow, etc.); and a track record of delivering complex compliance projects on time and within scope
• Experience owning or facilitating cross-functional governance programs or committees (e.g., AI governance, data governance, security governance), including running working groups and driving decisions with senior stakeholders
• Strong understanding of security concepts and practical usage, including Information Security Management System (ISMS) implementation and maintenance, control mapping across multiple frameworks, and continuous control monitoring and automation
• Experience implementing and managing compliance programs aligned with ISO 27001 and ISO 27701, including development and maintenance of Statement of Applicability, risk treatment plans and risk acceptance criteria, internal audit programs, and management review processes
• Proven track record working with external auditors, including internal stakeholder management
• Experience with audit automation and continuous control monitoring tools
• Proven ability to manage multiple stakeholders and vendors while maintaining project momentum

Job Data by YubHub.

You'll be leading through one of the more exciting stretches in the company's history: growing 40%+ year over year, protecting more than 4,500 customers including over 25% of the Fortune 500, and expanding fast from email into identity, AI security, and insider threat.

Responsibilities

• Work with your leaders and their teams to run the full deal cycle on named enterprise accounts (>3k mailbox organizations)
• Recruit and hire a world-class team of enterprise sellers and leaders
• Set clear productivity metrics and growth milestones for your leaders and sellers
• Instill a disciplined approach to pipeline generation
• Build the sales execution strategy for your area and drive the execution and collaborative team selling
• Lead a data-driven business that develops each Leader and Account Executive
• Partner closely with Sales Engineering Leadership to deliver outstanding product demonstrations
• Maintain and deepen relationships with key customers
• Forecast monthly and quarterly revenue to executive leadership
• Grow strategic relationships with existing channel partners while developing new ones
• Run Quarterly Business Reviews
• Be the customer's advocate inside Abnormal
• Identify, cultivate, and close new business at the executive level

Must Haves

• 10+ years of Enterprise Sales experience with a demonstrated track record of exceeding quota selling security, networking, and/or software solutions
• 5+ years leading a sales team focused on new business and new logo growth
• Proven ability to lead and develop other leaders
• Experience owning strategic planning and execution across a multi-team or multi-region area
• A genuine hunter mentality
• A track record to back it up: consistent, sustained over-achievement
• Success closing complex Enterprise sales with multiple buying influences
• Experience managing and closing deals of $200K+
• A demonstrated ability to build strong relationships with partners and customers at the executive level
• Strong presentation and communication skills
• Fluency in consultative, value-based sales methodologies

Job Data by YubHub.

The successful candidate will own the security architecture and development of secure coding practices, coach developers on application security principles, and contribute directly to keeping applications and customers secure.

Responsibilities:

• Lead threat modeling and security architecture reviews with engineering teams, focusing on AI-powered features.
• Architect, build, and maintain security tooling and integrations for secure development in CI/CD pipelines.
• Design and deploy automated security testing to identify vulnerabilities early in the development process.
• Serve as a hands-on technical contributor during security incidents.
• Coach developers on secure coding, security architecture, and threat modeling for AI-native systems.
• Define and track key security posture metrics.

Requirements:

• 5+ years of experience in application security engineering roles.
• Experience securing AI/ML-powered systems or ability to quickly adapt.
• Strong programming skills in Python, Go, Java, or JavaScript/TypeScript.
• Expertise in web application security, including OWASP Top 10 and secure API design.
• Hands-on experience with threat modeling and security architecture reviews.
• Proven ability to influence and collaborate cross-functionally.

Nice to Have:

• Experience working in fast-paced or startup environments.
• Hands-on experience with commercial security tools.
• Prior experience building security telemetry pipelines or vulnerability management frameworks.
• Exposure to compliance frameworks and bug bounty programs.

The role offers a base salary range of $130,100-$187,000 USD, bonus or incentive compensation, equity, and a comprehensive benefits package.

Job Data by YubHub.

Key responsibilities include:

• Carrying a dedicated quota for the AI Security suite
• Partnering with Account Executives to identify and advance AI Security opportunities
• Providing deep technical knowledge of behavioral AI, cloud security, and agent security
• Running point on design partner conversations for products in early availability
• Helping build the playbook for selling AI Security as the suite matures

The AI Security suite includes five products:

• AI Governance
• AI Cloud Security
• AI Employee Guardrails
• AI Agent Security
• AI Security Workbench

Requirements:

• 5+ years of enterprise sales experience with a proven track record of winning new logos and expanding accounts
• Genuine technical depth and curiosity, with comfort discussing AI architecture and cloud security concepts
• Strong cross-functional instincts and prior exposure to cybersecurity, AI/ML concepts, or cloud security

Job Data by YubHub.

We didn't bolt AI onto old security tools. We built our platform from AI up, to catch the human-targeted attacks that legacy tools miss, and public sector organizations need that protection as much as anyone.

The ideal candidate is local to the Sacramento area and brings experience selling cybersecurity solutions into large public sector environments, particularly Enterprise-level SLED organizations.

Key Responsibilities

• Sell Abnormal AI solutions to large Enterprise SLED agencies with a mandate to overachieve new annual recurring revenue quota.
• Run the full deal cycle in your accounts: first conversation, technical evaluation, contract signature, and the upsell conversations that follow once they're a customer.
• Prospect and build new business opportunities to keep your pipeline ahead of target.
• Sell a platform that's actively expanding underneath you: what started as email security now covers identity, AI security, and insider threat.
• Partner with Customer Success to protect timely renewals and surface expansion opportunities.
• Keep your data sharp across Salesforce, Highspot, and Close Plan.
• Be the customer's advocate inside Abnormal, working with Sales Engineering, Product, and Marketing.

Requirements

• Enterprise SLED Account Hunter: 8+ years of direct enterprise sales experience prospecting and closing large, complex SLED accounts.
• A proven track record of both closing new account logos and growing existing accounts through cross-sell and upsell within the State of California.
• Negotiation skill that holds up against large organizations and complex, multi-stakeholder sales cycles.
• A track record to back it up: consistent over-quota performance.
• Technical fluency across security, email, cloud, and AI.
• Cybersecurity or security-adjacent SaaS sales experience.
• A builder's mindset: you've thrived somewhere early-stage, an underdog, or up against bigger incumbents.

Benefits

• Base salary range: $157,250-$185,000 USD
• In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Job Data by YubHub.