About the RoleThe best demo isn't a tour of features. It's a clear, confident answer to the question every buyer is really asking: why does this matter to me?
As Senior Technical Enablement Manager (Pre-Sales), you'll be the technical voice that teaches Abnormal's Sales Engineers and Account Executives how to win. You'll go deep on how our behavioral AI actually works, then turn that depth into outcome-driven narratives sellers can carry into any conversation, with any persona, from the practitioner to the CISO. You're not a feature narrator. You teach why a demo is structured the way it is, what questions it's built to answer, and how to prove our value rather than just claim it. You'll partner closely with Product, PMM, Competitive Intelligence, and Enablement Programs to take in what's new, but you'll own how that knowledge is trained, framed, and put to work in the field. And you'll love owning the room, whether that's new hire bootcamp, a virtual session, or the main stage at an offsite.
What You Will Do- Own the technical core of new hire bootcamp. Deliver the foundations every seller needs: value-based selling, demo strategy and narrative, competitive positioning, and POV-focused technical education.
- Lead live and virtual enablement for SEs and AEs. Run sessions that stay anchored in how sellers will apply what they learn and the outcomes customers care about.
- Be the primary presenter on the big stages. Lead technical sessions at offsites and enablement events as the main voice in the room.
- Teach the why, not just the what. Design training experiences around why specific capabilities matter, how sellers should talk about them, and what questions to ask and expect during demos and evaluations.
- Keep every session sharp. Make sure each session is concise, structured, and built around a few clear top takeaways.
- Evolve technical onboarding. Partner with Enablement Programs to own and continuously improve technical onboarding content, with a particular focus on demo, competitive, and POV readiness.
- Set the bar for readiness. Partner with pre-sales management to define and enforce technical certification and readiness gates, and assess competency through live delivery, certification exercises, and observed execution.
- Surface what you see. Identify readiness gaps, patterns, and risks across the team and bring them to leadership.
- Run competitive deep dives. Help the field understand architectural differences, the strengths and limitations of competing approaches, and how to position Abnormal effectively in competitive conversations.
- Train value-based POV execution. Teach pre-sales how to scope, narrate, and defend POV outcomes.
- Stay current without losing the seller's lens. Collaborate with Competitive Intelligence, PMM, and Product so training reflects current market realities while staying focused on what sellers need.
- Build content made for delivery. Partner with Enablement Programs and Content to create and evolve demo talk tracks and narratives, competitive frameworks and positioning guides, and technical POV enablement materials.
- Choose clarity over completeness. Ruthlessly prioritize clarity and seller application over feature coverage, and keep refining content based on field feedback and observed execution.
Must Haves- Bachelor's degree or equivalent practical experience.
- Experience in pre-sales technical enablement, technical training, sales engineering, or a closely related role.
- Strong cybersecurity domain knowledge, including email or identity security, plus 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, offsites, and key enablement events.
Nice to Haves- 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 cybersecurity background and an understanding of customer challenges across personas (practitioners, managers, and executives).
- Familiarity with the competitive email or identity security landscape.
- Experience designing or owning technical certification and readiness programs.
- Strong partnership skills with Product, PMM, Competitive Intelligence, and Enablement Programs teams.
- Background delivering technical enablement tied to deal execution and POVs.
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Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
Base salary range:
$133,900-$192,500 USD
A note on AI in our process:Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
