Abnormal Security

Sales

• Lead the end-to-end operation of the sales compensation program
• Own accurate and timely commission calculations across the global sales organization
• Administer, configure, document, and scale CaptivateIQ, ensuring data integrity
• Manage seller statements, inquiries, disputes, adjustments, and resolution SLAs
• Translate approved compensation plans into scalable system configuration and calculations across products, roles, and geographies
• Lead commission readiness for new products, roles, and GTM motions
• Develop reporting on attainment, payouts, plan performance, commission cost, and incentive effectiveness
• Prepare and certify commission calculations and payout files for Accounting reconciliation and approval
• Partner with Payroll, RevOps, FP&A, Accounting, and HR
• Drive continuous improvement in automation, controls, documentation, and exception governance

Senior Manager, Sales Compensation & Commissions

Full-stack Engineer

• Build and maintain backend services powering CEP's product surface
• Design and evolve event-driven pipelines, including Kafka consumers and Airflow DAGs, processing email traffic reliably at enterprise scale
• Work across a multi-tenant, multi-cloud deployment footprint serving M365 and Google Workspace customers and FedRAMP environments
• Leverage AI-augmented development tools to explore solutions, refine outputs, and deliver reliable production outcomes faster
• Collaborate with product and cross-functional partners to iterate quickly on features that move customers from legacy SEGs to Abnormal
• Contribute to service reliability, observability, and operational quality as the team scales its product surface

Software Engineer II – Critical Email Products

Sales Development Rep

• Contact potential clients through outbound cold calls, emails, and LinkedIn
• 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 positively with internal counterparts and external customers
• Meet or exceed monthly, quarterly, and yearly targets
• Partner and work across sales teams
• Act as the subject matter expert on Abnormal AI product offerings

Sales Development Representative

Account Executive

• Own and grow a defined enterprise territory and exceed new annual recurring revenue quota
• Run the full deal cycle for enterprise accounts with more than 3,000 mailboxes, from first conversation through technical evaluation, contract signature, and upsell
• Prospect and build new business opportunities using account executive prospecting, SDRs, marketing, channel, and customer referrals
• Sell Abnormal AI’s behavioral AI security platform across email security, identity, AI security, and insider threat
• Partner with Customer Success to protect renewals and identify expansion opportunities
• Maintain accurate pipeline data in Salesforce, Highspot, and Close Plan
• Advocate for customers internally and collaborate with Sales Engineering, Product, and Marketing to prioritize needs and accelerate revenue

Enterprise Major Account Executive

Engineer

• Own the full post-sales lifecycle for Abnormal customers in Japan, from technical implementation through adoption, value realization, and renewal
• Lead technical deployments for new Japanese customers and own ongoing account relationships, health, and outcomes
• Manage concurrent implementation projects from post-sales handoff through go-live and hypercare
• Capture success criteria, technology stack, security roadmap, timelines, key contacts, and project requirements
• Discover customer goals and build aligned delivery plans
• Develop and execute project plans while managing scope, schedule, quality, and status reporting in Japanese and English
• Deliver product training, portal walkthroughs, and enablement in Japanese
• Advise on configuration, best practices, mail routing, filtering, and SEG-related work
• Identify and mitigate implementation risks, remove roadblocks, and coordinate escalations
• Guide customers across Abnormal platform products on Microsoft 365 and Google Workspace
• Maintain project records and delivery-tool status
• Serve as primary customer contact, develop strategic relationships, and own adoption and success planning
• Deliver business reviews, communicate ROI, and align success metrics supporting retention and expansion
• Monitor customer health, manage escalations, and collaborate with CS, Product, Engineering, Support, and Sales
• Partner with Sales, Renewals, and leadership on regional retention and expansion
• Maintain product-roadmap expertise and communicate updates to Japanese customers
• Develop customer success plans addressing risk before satisfaction or renewal is affected
• Create Japanese-language customer materials, playbooks, and enablement content
• Advocate internally for Japanese market requirements and connect Japanese customers with global Product and Engineering
• Support the broader APAC customer base and help define regional staffing as Abnormal grows

Senior Professional Services Engineer

• 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 and demonstrate effective sales planning
• Work positively with internal counterparts and external customers
• Meet or exceed monthly, quarterly, and yearly targets
• Partner effectively across sales teams
• Act as the subject matter expert on Abnormal Security's product offering

Data Engineer

• Contribute to the design, development, and operation of core components of Abnormal’s data platform
• Build tools and services that help other teams adopt and scale data systems
• Automate infrastructure and operations to improve reliability, performance, and scalability
• Apply GenAI techniques to build smarter developer and operator experiences
• Collaborate across engineering teams on scalability and reliability challenges
• Own projects and deliver features end-to-end with guidance from senior engineers

Software Engineer 1 – Data Platforms

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

Sales Development Representative, Dutch speaking

• Sell Abnormal AI security solutions within a defined territory and exceed new annual recurring revenue quota
• Manage enterprise accounts with more than 3,000 mailboxes from initial conversations through contract signing and upselling
• Prospect and generate new business opportunities to build sufficient pipeline for sales targets
• Partner with Customer Success on timely renewals and expansion opportunities
• Document results and maintain accurate data across Salesforce, Highspot, and Close Plan
• Represent customer and prospect needs to Sales Engineering/POV, Product, and Marketing teams
• Leverage cross-functional teams including SEs, marketing, BDRs, Product, and Customer Success

Enterprise Account Executive

• 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 and effective sales planning while working positively with internal counterparts and external customers
• Meet or exceed monthly, quarterly, and yearly targets
• Partner and work effectively across sales teams
• Act as the subject matter expert on Abnormal AI product offerings

Sales Development Representative, Dutch Speaking

Product Manager

• Architect the field motion for assigned product launches
• Design product demos, proof-of-value structures, and scalable field enablement
• Conduct customer discovery, deep dives, and proof-of-value engagements
• Test and refine messaging hypotheses in live deals with Sales Engineers
• Diagnose competitive loss reasons
• Brief Product Management with pattern analysis across customer accounts
• Distinguish product gaps from positioning or sales-motion problems
• Partner with Product Marketing to stress-test messaging and report what is landing
• Own the General Availability handoff by documenting what worked, what broke, and what the field needs
• Move to subsequent product launches and repeat the process

Product Manager – Outbound, New Products

Sales Engineer

• Serve as the technical authority and primary technical decision partner throughout enterprise sales cycles, from discovery through close
• Own Proof of Value success criteria and outcomes
• Lead architecture-level conversations with security, email, and identity teams
• Run technical discovery to uncover customer risk and requirements
• Conduct technical and competitive landscape research to address customer questions and objections
• Answer architecture-level and modern threat questions
• Explain why legacy secure email gateways fail against social engineering and identity-based attacks
• Educate sales executives and partners on Abnormal AI’s products, platform, and security posture
• Drive customer satisfaction and successful Enterprise outcomes
• Conduct in-person and remote product demonstrations
• Articulate the technical and business value of Abnormal AI’s platform

Enterprise Sales Engineer

• Architect, design, build, deploy, and maintain Model Serving infrastructure supporting the Detection Engine
• Own projects scaling model serving and data processing services to handle 10x current traffic
• Build the platform for fighting rapidly generated AI attacks
• Own real-time and near real-time streaming pipelines and online feature serving services
• Build Abnormal’s ML Training platform to improve MLE velocity and product precision and recall
• Collaborate with MLE and Data Science teams by distilling feedback, correlating it to strategy, and executing
• Coach and mentor junior engineers through 1:1s, pair programming, code reviews, and design reviews

Senior Software Engineer – Model Platform

• Architect, design, build, deploy, and maintain Model Serving infrastructure supporting a world-class Detection Engine
• Own projects scaling model serving and data processing services to handle 10x current traffic
• Build the platform for fighting rapidly generated AI attacks
• Own real-time and near real-time streaming pipelines and online feature serving services
• Build Abnormal’s ML Training platform to improve MLE velocity and product precision and recall
• Collaborate with MLE and Data Science teams by distilling feedback, correlating it to strategy, and executing
• Coach and mentor junior engineers through 1-on-1s, pair programming, code reviews, and design reviews

Customer Success Manager

• Lead and develop the Mid Market Customer Success organization, including people managers of Mid Market and Digital Customer Success Managers
• Own the strategy and vision for Mid Market Customer Success across high-touch and Digital/tech-touch programs
• Own renewal and expansion outcomes for Mid Market and Digital segments
• Establish and evolve account segmentation between high-touch CSM coverage and Digital/automated engagement
• Partner with Sales, Renewals, Support, and Product to maximize retention and expansion
• Maintain working knowledge of Abnormal's AI-driven email security platform to guide product positioning, use-case development, and value realization
• Serve as an escalation point for significant customer issues and partner with Product/Engineering on resolutions
• Use data and reporting to monitor customer health and identify retention risk
• Build and scale success planning frameworks, playbooks, and programs
• Represent Mid Market and Digital customer needs internally and influence product roadmap and go-to-market priorities
• Travel based on customer and business needs, estimated at 10–20%
• Report to the VP of Customer Success

Senior Manager, Sales Compensation & Commissions

Software Engineer II – Critical Email Products

Sales Development Representative

Enterprise Major Account Executive

Senior Professional Services Engineer

Sales Development Representative

Software Engineer 1 – Data Platforms

Sales Development Representative, Dutch speaking

Enterprise Account Executive

Sales Development Representative, Dutch Speaking

Product Manager – Outbound, New Products

Enterprise Sales Engineer

Senior Software Engineer – Model Platform

Senior Software Engineer – Model Platform

Director, Mid Market Customer Success