Sales Engineer, Mid Market UKI

Abnormal; United States; Hybrid; USD 86,000 - 125,000; Full time

Job summary

Abnormal AI is seeking a Mid-Market Sales Engineer to support customers across the UK & Nordics. Based in the UK, you will work with Mid-Market Account Executives to demonstrate the value of Abnormal's Behavioral AI platform, lead POV outcomes, and deliver compelling demos.

The ideal candidate will have 2+ years in sales engineering, strong presentation skills, and the ability to translate technical concepts into business impact in a fast-paced environment.

Qualifications

• 2+ years in sales engineering or a related field.
• Excellent technical presentation and written/verbal communication.
• Ability to translate technology into business outcomes.
• Ability to work independently in a fast-paced environment.
• Customer-focused with ownership over outcomes.
• Security & networking knowledge is a plus.
• Familiarity with internet protocols (HTTP, DNS, SMTP) is a plus.
• Security certifications (Security+, CISSP, CEH, etc.) are a plus.

Responsibilities

• Lead technical pre-sales, own POV results, and deliver demos.
• Provide technical pre-sales support for Mid-Market AEs.
• Assist with sales objectives and account-based penetration strategies.
• Research technical and competitive landscapes to answer questions.
• Support prospect security reviews and respond to tech questionnaires.
• Educate prospects on Abnormal AI products and offerings.
• Drive customer satisfaction throughout the cycle.

Skills

Sales engineering

Tech presentations

Business cases

Security basics

Communication

Independence

Demos (virtual/in-person)

Job description

About the Role

Abnormal AI is seeking a Mid-Market Sales Engineer to join our growing Mid-Market Sales Engineering team, with a focus on supporting customers across the UK & Nordics region. Based in the UK, this role will work closely with our Mid-Market Account Executives to showcase the value of Abnormal's Behavioral AI platform.

As a Mid-Market Sales Engineer, you'll serve as the trusted technical advisor throughout the sales cycle, crafting compelling business cases, delivering impactful product demonstrations, and helping customers overcome their email security challenges. In close partnership with Account Executives, you'll lead both in-person and virtual demos, clearly articulate the technical and business value of Abnormal AI solutions, and guide customers to successful Proof of Value (POV) outcomes.

The ideal candidate for the role will have the following skill set:

• Ability to tie technology to business outcomes and drive value
• Ability to influence your audience in both virtual and in person formats
• High emotional intelligence; ability to read the room, engage people, be empathetic, listen and respond effectively
• Ability to create value driven presentations and tell the story behind them (Powerpoint, Google Slides)
• Strong discovery skills; able to uncover customer pain points, requirements, and objectives

What you will do

• Serve as the technical sales lead throughout the pre-sales cycle, including owning Proof of Value (POV) results and driving their success, co-leading customer relationships with Mid-Market Account Executives, and delivering technical demos
• Provide technical pre-sales support for Mid-Market Account Executives
• Assist Mid-Market Account Executives in developing and implementing sales objectives and account-based penetration strategies
• Conduct technical and competitive landscape research to effectively address customer questions
• Serve as a technical resource for pre-sales and platform diligence, including supporting prospect security reviews, and answering technical questionnaires as required
• Educate prospects and partners on Abnormal AI products, platform, and offerings
• Obsessively drive customer satisfaction

Must Haves

• 2+ years experience in sales engineering or related technical field
• Excellent technical presentation and communication skills, both verbal and written
• Ability to see and present "the big picture", uncover business challenges, and architect solutions that address customer needs
• Ability to work independently in a high-velocity, dynamic environment
• Positive attitude, strong customer focus, and sense of ownership over customer outcomes
• Technical background in messaging and Internet security principles (a plus)
• Understanding of internet protocols (HTTP, SMTP, DNS, etc.) (a plus)
• Security+, SSCP, CISSP, CEH or other relevant security certifications (a plus)

A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.