• 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 sales executives and partners on Abnormal AI’s products, platform, and security posture • Obsessively drive customer satisfaction and successful Enterprise outcomes

• Own and develop the technical champion in the opportunities. • Deliver technical product presentations & demonstrations. • Articulate the CrowdStrike technical message where required. • Ask open and challenging discovery questions that help uncover pain and drive requirements. • Run Proof of Values (POV) with approved success criteria demonstrating the benefits and value of the platform. • Collaborate with the Product Management team as a liaison for key accounts and their technical product requirements. • Learn and test different cyber security attack techniques against the CrowdStrike Falcon platform. • Provide informal training to the Corporate team on CrowdStrike technology and competitive messaging. • Serve as our customers’ primary point of contact for feedback and resolution of issues that require assistance from the Support team.

• Lead and grow a high-performing team of Sales Engineers supporting U.S. Federal Civilian business • Guide technical pre-sales efforts • Mentor engineering talent • Drive solution alignment across a portfolio of federal customers • Work closely with Sales, Product Management, Engineering, and Threat Intelligence teams • Ensure platform aligns with federal mission requirements, acquisition strategies, and compliance frameworks

• Act as a trusted technical advisor throughout the sales cycle, demonstrating how AI can be monitored and secured. • Deliver compelling product demonstrations and address technical questions in early customer engagements. • Support customers during proof-of-concept projects, ensuring they realize measurable value. • Document innovative customer use cases and contribute to blog posts, product guides, and technical documentation. • Collaborate with a global team in our remote-first environment, occasionally flexing outside standard working hours to support customers across time zones.