Director of Sales Engineering

| San Francisco | Remote
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About Abnormal Security:

Abnormal Security is defining the next generation of email security defense. Our platform uses machine learning and artificial intelligence to baseline communication content, user identity, and behavioral signals in real-time and at-scale in order to detect the abnormalities of email attacks.

Customers love us because we consistently detect and stop what everyone else in the market can’t -- advanced attacks that have never been seen before -- and we do so with beautiful user interfaces and best-in-industry customer support.

Our veteran team has built some of the most enduring machine learning platforms at leading companies including Google, Twitter, Pinterest, Amazon, Microsoft, and Expanse. We are located in San Francisco,CA, New York, NY and Lehi, UT.

Our company is growing - we’re on the Forbes AI 50, selected as a Gartner 2020 Cool Vendor, and our customer base includes multiple Fortune 500 companies.

 

About this Role

The Director of Sales Engineering is responsible for hiring, enabling and scaling a world-class Sales Engineering team. 

As the Director of SEs, you will oversee a team of Sales Engineers in North America, with the goal to build out the team, maximize technical sales process to ensure the highest, most efficient technical win rates and build the systems, processes and procedures to scale the organization.

Responsibilities

  • Hire a world- class SE team
  • Build systems, processes and artifacts to enable new hires to be productive quickly. 
  • Work with Exec leadership on the right SE compensation structure that aligns with the company’s goals and rewards achievement and contribution
  • Ensure the SE team is following sales methodology and best practices, as well as ensuring proper use of CRM system
  • Provide coaching and mentorship to SEs with best practice techniques for securing new clients, managing customers, and account expansion / upsell opportunities
  • Conduct reviews of technical capabilities to ensure SEs reach and maintain required technical knowledge and to effectively perform their pre-sales duties
  • Work closely with the Product team to both be a voice of the customer and help Product prioritize feature requests and future products.
  • Ensure the SEs are supporting the Account Executives in individual sales campaigns, including: POV summary slide decks that demonstrate value, product demonstrations, account/opportunity qualification, competitive differentiations, and presenting Abnormal Security’s solution in the most credible and professional manner. 
  • Provide Sales presentations and product demonstrations for strategic accounts
  • Collaborate with Sales management on sales process improvements

Requirements / Competencies

  • Minimum of three years SE leadership experience
  • Bachelor’s Degree or equivalent 
  • Proven track record of hiring well and at velocity
  • Strong track record of managing high performing SE teams that have overachieved their revenue goals
  • Proven ability of scaling an SE organization, including the creation of process, enablement artifacts and implementations of systems to track success. 
  • Strong presentation skills and a good communicator. 
  • Ability to train a large team on best practices
  • Proven self-starter with a motivated attitude to be able to manage multiple tasks, projects, and responsibilities simultaneously
  • Good knowledge of cybersecurity and/or email security landscape (MX Records, gateways, SIEM, SOAR, endpoint tools
  • Great product intuition and ability to interface/communicate with product team:
    • ability to communicate value prop and Abnormal's future direction with customers
    • ability to communicate requirements to Product team
    • Ability to balance customers' needs vs product team’s prioritization
  • Start-up experience a plus: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources)
  • Skilled at enterprise, consultative sales
  • Adhere to our VOICE culture principles

Why Abnormal Security:

  • Competitive pay and equity
  • One of the most proven machine learning teams in Silicon Valley
  • Best-in-class customer traction and growth
  • Team-wide commitment to excellence, velocity, and customer-focus
  • Strong growth opportunities and high ownership expectations
  • Full medical, dental, and vision health insurance benefits
  • Daily catered lunches and snacks
  • Generous PTO

 

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Location

San Francisco, CA

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