About You
You are a seasoned pre-sales enablement or technical training professional who can go deep technically and deliberately uplevel conversations into value-based enablement. You understand product details at a technical level, but your strength is translating that depth into clear, outcome-oriented narratives for sellers.
You may have held a Sales Engineer role or a senior technical enablement role where you were responsible for teaching, demonstrating, positioning, and defending technical solutions in high-stakes pre-sales scenarios. You are not a feature narrator. You understand how to teach why a demo is structured the way it is, what questions it is meant to answer, and how sellers should communicate value to different buyer personas.
You are confident owning the room—whether delivering live bootcamps, virtual training sessions, or SE offsites—and are comfortable being the primary technical voice. You partner closely with Product, PMM, Competitive Intelligence, and Enablement Programs teams to ingest knowledge, but you own how that knowledge is trained, framed, and operationalized for the field.
In this job, you will bring these skills
Minimum Qualifications
- Bachelor’s degree or equivalent practical experience.
- Experience in pre-sales technical enablement, technical training, sales engineering, or a closely related role.
- Strong domain knowledge in cybersecurity, including email security, and familiarity with cloud-based SaaS architectures and common enterprise technologies.
- Proven experience delivering live and virtual technical training to pre-sales audiences.
- Demonstrated ability to teach value-based demos, competitive positioning, and POV strategy—not just product functionality.
- Excellent presentation presence, pacing, and audience engagement skills.
- Ability to distill complex technical concepts into clear seller-focused takeaways.
- Willingness to travel for bootcamps, SE offsites, and key enablement events.
Preferred Qualifications
- Prior experience as a Sales Engineer or in a highly adjacent pre-sales role.
- Experience training enterprise Sales Engineers or pre-sales teams at scale.
- Strong background in cybersecurity and understanding of customer challenges across personas (practitioners, managers, executives).
- Familiarity with competitive email security landscapes (e.g., Proofpoint, Avanan, Microsoft).
- Experience designing or owning technical certification and readiness programs.
- Strong partnership skills with Product, PMM, Competitive Intelligence, and Enablement Programs teams.
- Background in delivering technical enablement tied to deal execution and POVs.
Role Responsibilities
Live Technical Enablement & Training
- Own and deliver the technical components of new hire bootcamp, including:
- Value-based selling foundations
- Demo strategy and narrative
- Competitive positioning
- POV-focused technical education
- Deliver live and virtual technical enablement sessions for SEs and AEs, ensuring content is anchored in seller application and customer outcomes.
- Lead technical sessions at SE offsites and enablement events as the primary presenter.
- Design training experiences that emphasize:
- Why specific capabilities matter
- How sellers should talk about them
- What questions to ask and expect during demos and evaluations
- Ensure sessions are concise, structured, and focused on clear top takeaways.
SE Onboarding, Certification & Readiness
- Partner with Enablement Programs to own and continuously evolve SE technical onboarding content, with particular focus on demo, competitive, and POV readiness.
- Partner with SE Management to define and enforce technical certification and readiness gates.
- Assess SE technical competency through live delivery, certification exercises, and observed execution.
- Identify and surface readiness gaps, patterns, and risks to SE leadership.
Competitive & POV Enablement
- Deliver technical competitive deep dives that help the field understand:
- Architectural differences
- Strengths and limitations of competing approaches
- How to position Abnormal effectively in competitive conversations
- Train SEs on value-based POV execution, including how to scope, narrate, and defend outcomes.
- Collaborate with Competitive Intelligence, PMM, and Product teams to ensure training reflects current market realities while remaining seller-focused.
Content Development (Enablement-Focused)
- Partner with the Enablement Programs and Content teams to create and evolve enablement content directly tied to live delivery, including:
- Demo talk tracks and narratives
- Competitive frameworks and positioning guides
- Technical POV enablement materials
- Ruthlessly prioritize clarity and seller application over feature completeness.
- Continuously refine content based on field feedback and observed execution.
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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.
