About the Role

Abnormal AI is launching Identity Threat Protection (ITP), a product combining Identity Threat Detection and Response (ITDR), Identity Security Posture Management (ISPM), an Identity Graph, and Adaptive Identity Reset, as the centerpiece announcement at Black Hat USA in August 2026. ITP detects and disrupts multi-stage identity attacks correlated across email, identity provider (Okta, Microsoft Entra), and SaaS.

The Senior Identity Specialist is the most experienced technical subject matter expert on the team, owning field credibility for ITP end to end and acting as an escalation point for the most complex deals and architecture questions. This role suits a candidate with a broad background spanning practitioner, presales, and ideally product experience, who can operate with significant independence on a product that is still evolving and help shape its direction.

Why This Role Exists

Identity has been assessed as the highest complexity product in the FY27 new-product portfolio, warranting three dedicated specialist headcount rather than a part-time overlay model. Leadership expects the need for this function to be ongoing, not limited to launch. This role carries the deepest expectation of independent judgment and product influence among the three specialist positions, and is the team's primary escalation point when questions exceed what the broader specialist team can resolve.

What you will do

• Lead the 60-minute Identity deep-dive meeting for any customer who wants to go deep on ITP, ITDR, ISPM, Identity Graph, or Adaptive Identity Reset
• Own the PoV motion for the most complex Identity/ITDR opportunities through Early Access as the named technical lead
• Define and validate PoV success criteria and CARE reports specific to identity attack scenarios, and lead architecture deep dives with the most senior technical buyers (CIO, IT, IAM)
• Serve as backup for Professional Services during Early Access per the current ITP PoV process
• Partner directly with Identity product management, engineering, and technical/product marketing on positioning, roadmap, and launch assets
• Author and lead development of the Identity threat library and competitive positioning strategy
• Design and deliver technical training to SEs, AEs, PSCs, and TAMs as part of the Black Hat enablement curriculum
• Own a structured, recurring cadence for feeding field insight, including win/loss themes, competitive gaps, and capability requests, into the product roadmap
• Lead deep, ongoing competitive intelligence research to help shape positioning and roadmap decisions

AI Forward Hiring

Candidates should demonstrate a strong AI-forward mindset, using AI tools for competitive research, rapid synthesis of a fast-changing product, and content creation for enablement and the threat library. Given this role carries the most product ambiguity of the three specialist positions, comfort using AI to build understanding quickly from partial or incomplete information is important.

Must Haves

• 10+ years of presales/Sales Engineering experience in security, with substantial direct exposure to identity, IAM, or ITDR or a closely adjacent space such as privileged access management
• Deep, hands-on familiarity with Okta and/or Microsoft Entra ID architecture, including authentication flows, MFA, conditional access, and admin/help-desk workflows
• Extensive experience running technical PoVs/evaluations and owning success criteria with enterprise customers, including the most complex deals
• Demonstrated ability to explain multi-stage identity attacks to both technical and executive audiences with authority
• Demonstrated ability to operate independently and make sound decisions in the absence of complete information
• Comfort operating cross-functionally with product, engineering, and marketing under a fast-moving, pre-GA launch timeline

Nice to Have

• Prior experience across multiple roles at an identity or identity-adjacent vendor (Okta, CrowdStrike, Obsidian, AppOmni, Microsoft), such as practitioner, SE, and product roles
• Product management experience, particularly translating field feedback into roadmap input
• Familiarity with SSPM, DSPM, or SecOps/SIEM tooling
• Experience building enablement content or leading technical training programs at scale

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