Manager, Enterprise Sales Engineering (West)

About the Role

Abnormal AI is seeking a Senior Sales Engineering Manager to lead our Large Enterprise & Major Accounts Sales Engineering team, supporting some of the world’s largest and most complex organizations, including Fortune 100 enterprises.

In this role, you will lead and inspire a team of elite Sales Engineers who serve as trusted advisors to CISOs, CIOs, and security leaders, helping them protect their organizations from advanced, identity-based email and cloud threats. You will partner closely with Sales Leadership, Account Executives, and cross-functional teams to drive technical strategy, influence executive decision-makers, and consistently win complex, high-stakes deals.

This is a player-coach leadership role for someone who thrives in both strategic deal engagement and people leadership. You will set the standard for enterprise-grade technical excellence, customer empathy, and disciplined execution—while scaling a team capable of winning at the highest levels of the market maintaining a customer-first mindset.

What you will do:

Team Leadership & Development

• Recruit, hire, and develop a high-performing enterprise Sales Engineering team capable of supporting large, complex accounts.
• Coach SEs on enterprise discovery, executive storytelling, technical validation, and value-based selling.
• Establish clear performance expectations tied to technical win rate, POV success, and deal velocity.
• Build a culture of accountability, continuous learning, and customer obsession.

Sales Partnership & Strategy

• Partner with Account Executives to define and execute technical strategies for large enterprise and major accounts.
• Lead account-based technical strategies to drive new logo acquisition and expansion within existing enterprise customers.
• Engage directly with CISO, CIO, and CTO stakeholders as a trusted technical and security advisor.
• Influence go-to-market strategy by sharing customer insights and competitive intelligence with Sales, Marketing, and Product teams.

Technical Leadership

• Lead complex enterprise sales cycles from discovery through Proof of Value (POV), ensuring clear security and business outcomes.
• Ensure the team effectively articulates Abnormal’s AI-native, behavior-based approach and differentiates against legacy secure email gateways and cloud security tools.
• Provide guidance on competitive positioning, architecture discussions, and security design reviews.
• Stay current on trends in email security, identity-based threats, AI-driven security, and SaaS ecosystems.

Operational Excellence

• Forecast and manage technical resource capacity, including POV and strategic deal support.
• Drive continuous improvement in technical sales methodology, enablement, and operational rigor.
• Partner with Product, Marketing, and Customer Success to ensure strong feedback loops and alignment on customer priorities.
• Conduct Quarterly Business Reviews (QBRs) to assess team performance, productivity, and progress against strategic goals.

Must Have:

• 6+ years of experience in Sales Engineering, with 2+ years managing enterprise pre-sales teams.
• Ideal candidates will reside in or near the Bay Area, Los Angeles, or Seattle. 
• Proven success leading technical sales efforts for large, complex, multi-stakeholder deals.
• Strong understanding of email security, cloud applications, and networking fundamentals.
• Ability to communicate credibly with security executives and technical decision-makers.
• Experience owning and scaling Proof of Value programs for enterprise customers.
• High EQ, executive presence, and ability to influence cross-functional stakeholders.

Nice to Have:

• Experience selling into Fortune 500 / Global 2000 organizations.
• Experience partnering closely with Product teams to shape roadmap and messaging.
• Strong data-driven approach to forecasting, coaching, and performance management.
• Background in AI-driven security platforms or cloud-native SaaS.
• Technical background in messaging and internet security principles
• Experience with enterprise email security platforms (Proofpoint, Mimecast, Cisco, Barracuda, etc.)
• Hands-on experience with Microsoft Exchange Online / Microsoft 365 or Google Workspace
• Strong understanding of SMTP mail flow, MX records and mail routing
• Working knowledge of email authentication (SPF, DKIM, DMARC) and common failure modes
• Strong understanding of Cloud SaaS infrastructure including identity services such as Azure AD / Entra ID / Google Identity 
• Ability to explain identity-driven and modern social engineering attacks and controls at an architectural level
• Experience working with or alongside SOC incident response teams including creating incident response workflows 
• Security certifications (CISSP, CEH, or equivalent) for credibility with enterprise buyers

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