Abnormal Security

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work non-named accounts from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect into whitespace accounts and generate new business opportunities to supply enough pipeline coverage 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.

• 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 team 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.

• 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.

• Manage a portfolio of migration projects, ensuring a seamless transition from legacy SEGs to Abnormal Security • Deliver expert guidance on enterprise mail flow, covering SMTP, MX records, SPF, DKIM, DMARC, and routing across hybrid cloud and on-premise infrastructures • Advise on native security controls in Microsoft 365 and Google Workspace, ensuring seamless replacement of SEG functionality • Provide guidance on email security policies, implementing anti-phishing protections and maintaining compliance with industry regulations • Troubleshoot and resolve mail flow issues, ensuring secure and reliable email delivery post-migration • Refine SEG displacement methodologies, optimizing best practices for future implementations • Collaborate with Engineering, Product, and Customer Success teams to improve deployment workflows • Develop and manage project plans, ensuring on-time delivery, scope control, and quality assurance • Identify and mitigate migration risks, proactively engaging internal support when necessary • Provide clear and regular status updates, aligning key stakeholders on project progress

• Design and implement fullstack features across Threat Narrative and Email Details surfaces, including customer portal components, internal analyst tools, and QBR-facing outputs, with guidance from senior engineers. • Implement and evolve APIs and services that generate enriched narratives from attack data, enrichment signals, and GenAI/LLM agents, following established contracts and patterns. • Contribute to data models and explainability contracts that make complex threat decisions more understandable to customers and internal analysts. • Write high-quality, well-tested Python/Django and React/Typescript code, focusing on correctness, performance, and maintainability. • Participate in owning SLAs/SLOs, observability, and incident response for Threat Narrative and Email Details services by building and improving dashboards, alerts, and runbooks in the areas you own. • Collaborate closely with Product, CS, GTM, Threat Intel, Detection, and DS partners to ensure narrative experiences clearly communicate attack context, value, and outcomes for customers. • Engage in design and code reviews, learn from more senior engineers, and surface opportunities to simplify, derisk, and improve existing systems.

Design, build, and operate detection systems while owning projects end-to-end. Analyze and enhance detection logic, leveraging AI for improved accuracy. Collaborate with cross-functional teams to ensure reliable and scalable solutions.

• 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.

• Bootstrap new cells end-to-end: full infrastructure setup (compute, networking, IAM, etc.) and complete application stack deployment. • Maintain and evolve cell lifecycle tooling to make provisioning repeatable, auditable, and operator-friendly—reducing manual steps and time-to-production. • Partner with application and product teams to design and implement scalable, cell-native architecture approaches. • Design, build, test, scale, monitor, and maintain secure, cost-efficient infrastructure in a multi-cloud environment (AWS and Azure). • Triage and resolve complex cross-layer issues quickly, then drive root cause fixes that prevent recurrence. • Drive down technical debt and toil through automation and systemic improvements to the cell deployment lifecycle. • Participate in on-call rotation with a learning-oriented mindset, identifying systemic gaps and driving long-term reliability improvements. • Keep cross-team communication low-friction and high-signal: proactive and well-contextualized. • Contribute as a core member of an agile team through sprint planning, standups, and execution with a strong sense of ownership and teamwork.

• Develop and execute regional and national go-to-market strategies to achieve aggressive revenue and market share goals. • Lead, coach, and develop a team of senior sales professionals, creating a culture of accountability, collaboration, and continuous improvement. • Drive organizational change and scalability by designing repeatable processes, productivity frameworks, and performance standards. • Influence cross-functional strategy by partnering closely with Marketing, Product, and Customer Success to align market feedback with company priorities. • Cultivate executive-level relationships with key customers, prospects, and partners to accelerate business growth and strengthen Abnormal’s market position. • Oversee forecasting and performance metrics, ensuring accuracy, predictability, and operational excellence in revenue reporting. • Expand the partner ecosystem, developing strategic relationships with new and existing channel partners to maximize regional impact. • Represent the voice of the field in strategic planning sessions with senior leadership, contributing to company-wide growth initiatives and budgetary decisions.

• Own 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. • Facilitate and manage co-selling opportunities, account mapping, and joint sales engagements between partner field teams and Abnormal. • Drive pipeline development with partner field sellers and alliance counterparts, tracking opportunities and bookings to provide accurate forecasts and funnel management reports. • Develop and deliver joint GTM initiatives, sales enablement content, and training to accelerate adoption across each partner’s ecosystem. • Build and maintain executive-level relationships across your partner portfolio to drive strategic alignment, investment, and joint planning. • Develop annual and quarterly business plans per partner, including pipeline targets, performance goals, and execution strategies. • Represent Abnormal at partner events including CrowdStrike’s Fal.Con, Cyera events, partner summits, and industry conferences, identifying ecosystem alignment opportunities with regional and national channel partners. • Serve as the escalation point for pre-sales and post-sales issues requiring partner coordination. • Manage partner lifecycle transitions: when a strategic alliance reaches the managed phase, onboard it into your portfolio and establish structured joint planning from day one.