Abnormal Security

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them to hit sales targets. • Work with Customer success to ensure a timely renewal and expansion sale opportunities • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

• Lead threat modeling and security architecture reviews with engineering teams by translating security risks into development actions. • Architect, build, and maintain security tooling and integrations that enable secure development workflows (e.g., SAST, DAST, SCA, IAST tools). • Collaborate with Engineering, DevOps, and Platform teams to build scalable security controls via Infrastructure-as-Code and secure CI/CD pipelines. • Design and deploy automated security testing frameworks to identify vulnerabilities early in the development process. • Serve as a hands-on technical contributor during security incidents by analyzing application-level behavior and enhancing response processes. • Mentor and support junior engineers on secure coding practices, security architecture, and security tooling integrations. • Evaluate and uplift application security tooling across commercial and open-source capabilities by focusing on scale, efficiency, and precision. • Define and track key security posture metrics, building dashboards or reports to visualize security coverage and vulnerability trends. • Partner with engineering teams to implement and maintain security controls across applications and services. • Stay current with emerging AI/ML security threats, evaluating them for business applicability and integration.

• Sell Abnormal AI solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them to hit sales targets. • Work with Customer success to ensure a timely renewal and expansion sale opportunities • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

• Drive strategy and prioritization of accounts with legacy Secure Email Gateways (SEGs) • Generate interest in SEG displacement and drive discovery of priority opportunities, ensuring a strong displacement pipeline of well-qualified accounts • Lead architecture-level conversations and confidently address common SEG displacement objections with technical depth and credibility • Translate the SEG capabilities customers rely on — DLP, URL isolation, DMARC services, SMTP relay, sandboxing — into Abnormal-equivalent workflows or partner solutions • Build customer-specific business cases that quantify risk reduction, cost savings, and operational consolidation • Support advanced testing and proof of concept requirements via “passthrough testing” and similar workflows to overcome SEG displacement objections • Collaborate on product direction and strategy efforts with Product Management and Engineering

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) 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 prioritization to close more revenue.

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) 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 prioritization to close more revenue.

• Leverage the industry standard AI tools to architect, design, build, deploy and maintain Model Serving infrastructure that supports a world-class Detection Engine. • Own projects that scale our model serving and data processing services to handle 10x the traffic we serve today. • Own real-time, near real-time streaming pipelines, and online feature serving services. • Collaborate closely with MLE and Data Science teams by distilling feedback, correlating it to strategy, and executing.

• Leverage the industry standard AI tools to architect, design, build, deploy and maintain Model Serving infrastructure that supports a world-class Detection Engine • Own projects that scale our model serving and data processing services to handle 10x the traffic we serve today • Own real-time, near real-time streaming pipelines, and online feature serving services • Collaborate closely with MLE and Data Science teams by distilling feedback, correlating it to strategy, and executing

• Sell Abnormal AI solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) 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 prioritization to close more revenue.

• Own the AI transformation strategy for a specific GTM function, defining a roadmap that delivers measurable operational impact. • Build and ship AI-powered solutions using LLMs, agent frameworks, and AI coding tools (e.g., Cursor, Claude Code). • Lead technical design and architecture decisions, creating reusable components that accelerate future AI development. Deliver production-grade automations that fundamentally reshape how sales, marketing, or customer success teams operate. • Communicate progress, business impact, and demos directly to executive leadership.