About the Role
Abnormal AI is seeking an Outbound Solutions Architect to serve as a technical expert and trusted advisor to existing customers. The primary focus of this role is assisting organizations in transitioning from legacy third-party Secure Email Gateways (SEGs) to platform-native email security (M365/GWS), tightly integrated with Abnormal AI’s platform. In partnership with Customer Success Managers (CSMs) and Professional Services Consultants (PSCs), you will own SEG displacement opportunities end-to-end — leading architecture-level technical discussions, running deep discovery, articulating the technical and business value of Abnormal AI’s platform, and orchestrating successful migrations. The ideal candidate will have deep expertise in email security, a hunter mindset, a proven ability to carry a quota in an outcome-based environment, and the instincts to earn trusted advisor status with large enterprise customers.
What you will do
- 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
Must Haves
- 5+ years of Sales Engineering, Solutions Architecture, or technical experience with significant depth in email or messaging security
- Deep understanding of email systems: Microsoft 365, Google Workspace, and Exchange on-premises
- Strong knowledge of Secure Email Gateways (Barracuda, Mimecast, Proofpoint) and Integrated Cloud Email Security (ICES) solutions and their various deployment methods
- Expertise in email and email security protocols such as SMTP, TLS, DMARC, Encryption, Spam Scanning, Sandboxing, and Payload Analysis
- Demonstrated experience owning SEG replacement projects or equivalent migrations to Integrated Cloud Email Security (ICES) solutions
- Knowledge of regulatory and compliance requirements (e.g., GDPR, HIPAA) relevant to email security
- Hunter mindset and strong sense of ownership; comfortable carrying a quota tied to a specific customer outcome rather than activity metrics
- Strong discovery skills that uncover risk, redundancy, and renewal pressure — not just stated requirements
- Proven ability to earn “trusted advisor” status with large and strategic customers
- Strong technical presentation and communication skills, both verbal and written
- Track record of carrying a quota or operating in an outcome-based performance model
- Ability to work independently in a fast-paced, high-impact enterprise environment
Nice to Have
- Certifications: Microsoft Certified: Messaging Administrator, Google Workspace Administrator, CISSP, GIAC, or similar
- Familiarity with advanced email security technologies such as Machine Learning and Behavioral Analysis
- Experience working alongside Customer Success teams in a post-sales capacity
- Experience collaborating with Product Management and Engineering on product roadmap and strategy
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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. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
Skills Required
- 5+ years of Sales Engineering, Solutions Architecture, or technical experience
- Deep understanding of email systems like Microsoft 365 and Google Workspace
- Strong knowledge of Secure Email Gateways and Integrated Cloud Email Security
- Expertise in email and email security protocols
- Demonstrated experience in SEG replacement projects
- Knowledge of regulatory and compliance requirements
- Strong technical presentation and communication skills
Abnormal Security Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Abnormal Security and has not been reviewed or approved by Abnormal Security.
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Fair & Transparent Compensation — Pay is considered aggressively benchmarked to leading tech markets with annual reviews, and feedback suggests engineering and sales roles are compensated competitively with strong upside potential.
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Healthcare Strength — Health coverage is portrayed as robust, including employer-paid premiums for employees in prior postings, One Medical access, and globally designed healthcare and parental leave.
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Leave & Time Off Breadth — Time off provisions include flexible/unlimited PTO, company holidays, and paid parental leave that the company positions as globally available.
Abnormal Security Insights
What We Do
The Abnormal Security platform protects enterprises from targeted email attacks. Abnormal Behavior Technology (ABX) models the identity of both employees and external senders, profiles relationships and analyzes email content to stop attacks that lead to account takeover, financial damage and organizational mistrust. Though one-click, API-based Office 365 and G Suite integration, Abnormal sets up in minutes and does not disrupt email flow. Abnormal Security was founded in 2018 by CEO Evan Reiser, CTO Sanjay Jeyakumar, Head of Machine Learning Jeshua Bratman, and Founding Engineers Abhijit Bagri and Dmitry Chechik. The team previously built behavioral profiling and machine learning technologies at Twitter, Google and Pinterest that are being applied to solve a problem that costs organizations $1 billion per year, according to the FBI. The Abnormal Security platform stops targeted phishing, business email compromise and account takeover attacks that have never been seen before.
