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.
