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About the Role We are hiring the “best of the best” sales professionals who are passionate about their craft and want to continue to excel within our elite sales organization. Our Business Development Representatives will be the “tip of the spear” in the sales process within an assigned territory of business for prospective accounts. The ideal SDR candidate should have the perfect mix of experience, sales intuition, career ambition, team oriented mindset, quota driven mentality, empathetic / humble, positive, confident and can handle rejection. The candidate will need to have good organization and written / verbal communication skills, Needs to be comfortable with making phone calls and professional to have high level conversations with C level stakeholders in medium to large organizations. The candidate needs to be able to adapt to a fast paced environment, be familiar with our tools, our processes and be able to ramp up quickly. What you will do • Contact potential clients through outbound cold calls and emails • Identify client needs and suggest appropriate products/services • Proactively seek new business opportunities in the market • Qualify leads from marketing campaigns as sales opportunities • Exercise leadership, demonstrate effective sales planning, and work in a positive and motivating way with internal counterparts and external customers. • Meet or exceed monthly, quarterly and yearly targets • Effectively partner and work across sales teams • Act as the subject matter expert on Abnormal AI product offering. Must Haves • 6 months - 1 plus years proven work experience as a Business Development Rep • Fluency in Dutch is a must • Representative, Sales Account Executive or similar role (less experience is ok for the right candidate) • Demonstrated ability to collaborate with a distributed sales team • Capability of understanding customer pain points, requirements and correlating potential business to value • Strong, professional communication skills -- written, verbal, presentation • Aptitude to manage numerous requests and time demands concurrently, while achieving production goals from assigned territory or set of accounts • Hands-on experience with multiple sales techniques (including cold calls) • We actively encourage our SDRs to embrace and utilise AI to its fullest potential, whether to create sharper personalisation or stronger relevance in prospect outreach. We'd love to hear how you currently leverage AI tools in your prospecting and day-to-day workflow • Drive, Grit, Team Oriented: strong desire to compete and win • BA/BS degree or relevant experience Nice to Have • Outreach • Salesforce • Orum • Lusha • ActivelyAI • Glean • Claude LI-AA1 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. 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 .

About the Role Abnormal AI is looking for a Customer Solutions Engineer to join the Technical Account Management team. This role gives Abnormal a flexible, technical resource for situations that fall between standard support and a long-term, dedicated Technical Account Manager. Customer Solutions Engineers are floating technical specialists who partner with CSMs for the duration of a specific need, triggered by things like recurring support cases, asks beyond the typical support experience, or short-term project-based work. The ideal candidate combines deep technical fluency with strong triage judgment and is comfortable moving between engagements without an existing playbook. What you will do • Serve as a flexible technical resource CSMs can bring into challenging or recurring account situations that a standard support case isn't built to resolve. • Take on short-term, project-based technical engagements for customers without a dedicated TAM. • Partner with CSMs to assess customer technical needs, join investigative or best-practices calls, and determine the right next step. • Lead hands-on platform optimization: configuration reviews, best-practices setup, and proactive tuning that prevents issues from recurring. • Document session recaps and next steps in the CRM so recommendations are clear to the customer and visible to the broader team. • Advise customers on underused contracted features and flag upsell or professional services/deployment opportunities where relevant. • Recognize when a situation exceeds this role's scope and hand it to the Critical Situation Manager or Technical Support with a clear, documented hand-off. • Surface patterns across engagements to Product, Engineering, and Customer Success to drive systemic improvement. Must Haves • 3+ years in a customer-facing technical role (email infrastructure, IT security/administration, engineering, or technical support) in enterprise SaaS or cybersecurity • Solid grounding in Abnormal's platform and configuration best practices, sufficient to work independently with customers without a senior technical resource in the room • Strong triage judgment; able to recognize quickly whether a situation calls for hands-on technical guidance or a more senior technical resource • Comfortable stepping into a customer relationship for a defined engagement and stepping back out; this is not a standing account-ownership role • Able to manage multiple concurrent, time-bound engagements across a broad book of business rather than a fixed set of named accounts • Excellent communication skills across technical and business stakeholders, including comfort presenting to senior customer stakeholders Nice to Have • Familiarity with email authentication/delivery protocols and cloud email platforms (Microsoft 365, Google Workspace) • Prior experience in a floating/pooled technical resource model (e.g., professional services, deployment, or solutions engineering) • Bachelor's degree in a technical field, or equivalent hands-on experience LI-AA1 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. 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 .

About the Role Abnormal Security is looking for an Enterprise Account Executive to join the Netherlands team. This team sells our security solutions to Enterprise level accounts within a defined territory. The ideal candidate for the role will be local to the Netherlands area and have the following skillset: • Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals. • Good qualifier: Ability to uncover / discover customer problems pains • Good presenter: ability to present and demonstrate value based off customer pain points. • Disciplined in sales methodology / time management : Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality • Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities. • Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders • Ability to extract, document and organize lessons, knowledge and information about customers • Ability to guide internal stakeholders through their own internal buying processes • Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations • Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success. What you will do • Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets. • Work with Customer success to ensure a timely renewal and expansion sale opportunities • Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan) • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue. Must Haves • Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents. • Skill in negotiating with large organizations and closing complex sales • Proven performer with consistent over quota performance and/or top 5% of sales org • Technically competent: Conversant in key areas: security, email, cloud, AI, etc. • Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel • Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.) • BS/BA degree or equivalent work experience LI-RJ1 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. 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 .

About the Role Abnormal AI is looking for a Senior Customer Trust Analyst to build and lead our customer-trust program across EMEA. As the first Customer Trust hire in the region, this person will partner closely with our EMEA-based Engineering and Sales teams to foster a culture of trust between Abnormal and our customers. This role sits within the Customer Trust team, which acts as the translation layer between customers and Abnormal: translating customer security requirements into internal controls, evidence, and product or operational requirements, then translating those controls back into clear assurances customers can trust and act on. This role will be responsible for presenting Abnormal's control environment directly to senior buyers, designing response strategy for the highest-stakes security reviews rather than reacting question by question, and driving toward clarity when customer expectations conflict with reality. This includes advising Sales leadership on how to position the control environment to prospects and defining how the trust response process scales as deal volume grows. As the first person in this function regionally, this individual will serve as the primary point of contact for Abnormal's EMEA customer-trust program and will be accountable for outcomes that unblock revenue at scale, not just individual deals. The ideal candidate thrives in high-pressure customer conversations, translates security and privacy concepts for a business audience with precision, stays composed when a discussion turns contentious, and brings the business judgment to tie trust program depth to revenue outcomes. Familiarity with the EU AI Act and GDPR as they apply to a leading cybersecurity SaaS provider's customers is also expected. Who you are • Proven experience navigating customer-facing security conversations at the highest stakes level • Analytical thinker who connects trust program depth to revenue outcomes • Proficient in designing a response strategy rather than reacting question by question, even amid high ambiguity in the highest-stakes reviews • Confidence and willingness to raise concerns and drive toward clarity when customer expectations conflict with reality • Strong communication skills with the ability to quickly build rapport with internal stakeholders and senior external buyers; demonstrated experience translating complex security and privacy concepts for diverse audiences • High attention to detail and process, with the organizational rigor to be accountable for program-level outcomes, not just individual deals • Ability to adapt to evolving business and technical environments and manage multiple priorities across deals in a fast-paced environment • Team player, collaborative work style • Self-motivated and able to operate with minimal oversight, owning outcomes end to end • Demonstrated ability to operate as a self-starter and de facto leader, building a customer-trust function from the ground up as the first hire in a region, and comfortable navigating cross-functionally to manage customer requests without an established local team or playbook to lean on What you will do • Own and build the customer-trust program for EMEA as the first Customer Trust hire in the region, including how conversations are prioritized, escalated, and resolved • Contribute to defining how the trust response process scales as deal volume grows, without diluting response quality or turnaround time • Translate customer security requirements into internal controls, evidence, and product or operational requirements that internal teams can act on • Track and drive resolution of gaps between customer expectations and Abnormal's actual control environment, ensuring resolution is documented and communicated back to the customer • Partner with EMEA-based Engineering and Sales teams, as well as Security and Legal, to foster a culture of trust between Abnormal and its customers across the region • Monitor changes in customer expectations and the regulatory landscape, including the EU AI Act and GDPR, and adjust how Abnormal's control environment is presented as needed • Maintain up-to-date content in Responsive and accurate documentation in Safebase Trust Center for EMEA • Support the tooling that underpins the trust response process, including Responsive and Safebase Trust Center • Engage in ad-hoc projects as required • Maintain regular, clear communication with internal stakeholders and Sales leadership regarding conversation status, deal risk, and progress on unresolved issues • Communicate program status, health, and key risks to senior management and Sales leadership, connecting trust program performance to revenue outcomes Must Haves • 7 to 10 years of experience in customer-facing security, trust, or compliance roles • Familiarity with SOC 2, ISO 27001, ISO 27701, ISO 42001, RFPs, and security questionnaires • Experience translating customer security requirements into internal …

About the Role Abnormal AI stops the cyberattacks that traditional security tools miss, and our partner ecosystem is one of the fastest-growing engines behind that mission. We're looking for a Senior Channel Account Manager to lead and grow our Nordics region (Sweden, Norway, Finland, and Denmark) as part of our Channel Management team. This is a chance to take real ownership of an entire region. You'll build and energize relationships with leading Nordic security partners, run account mapping sessions, shape go-to-market and Partner Account Plans, and team up with our marketing organization to bring channel events to life. You'll also partner closely with our Nordics distributor to recruit and onboard the partners who will power our next phase of growth. If you love building something big, working at pace, and being the driving force behind a region's success, this role is for you. About You You're a channel sales professional with serious sales DNA and multiple years of experience turning partner relationships into real growth. You know that pipeline is the lifeblood of the business, and you bring a sharp, proven methodology for consistently generating partner-sourced pipeline and bookings. You bring high energy and a high level of activity to everything you do: from account mapping sessions to Partner Account Plans to the channel-marketing events that get partners excited to sell with us. You build genuine, lasting relationships with key information security partners across the region, national players and local specialists alike, and you're just as comfortable in the boardroom with a CEO as you are training a partner's sales floor. You're highly analytical, detail-oriented, and a natural communicator and presenter who can make Abnormal's value click for any audience. You're organized, proactive, and quick to flag progress or risk in the moment rather than letting things go quiet, and you thrive on the grit and creativity it takes to build a region from the ground up. Knowledge / Experience • Ability to apply a channel methodology you have successfully implemented in the past to this role. • Know who to work with and which partners can move the needle in the Nordics territory. • Be an excellent communicator who can help partners clearly understand our partner value proposition (the why they work with us) and the Abnormal AI customer value proposition (why customers choose Abnormal). • Knowledgeable of the Nordics (Sweden, Norway, Finland, Denmark) security partners and distribution ecosystem, • Have worked in a startup/scale up technology company and understand the grit and velocity required to be successful • Experience of delivering cross-functional engagement into partners, leveraging sales, marketing, BDR, Product and SE teams to drive excellence and business development • Have managed multiple types of partner, from Solution Provider (VAR) to reseller to MSSP to cloud marketplace partners. • Have experience managing conflict, including deal-registration disputes between partners on shared accounts. What You Will Do • Design, implement and own a territory-wide channel strategy, identifying key “Focus” partners for the region, and future coverage required based on our country-specific needs. • Own and grow partner-sourced pipeline and bookings across Sweden, Norway, Finland, and Denmark • Team up with Abnormal's channel and sales leadership, and with our Nordics distributor,to identify and recruit the partners best placed to accelerate our growth • Build winning go-to-market strategies and Partner Account Plans with your focus partners, aligning on shared sales, marketing, and certification goals. • Design and deliver channel enablement campaigns that get partner sales and technical teams confident and excited to sell Abnormal. • Partner with our channel marketing team to create demand-generation programs and a country-by-country events calendar that keeps the Nordics buzzing with partner activity. • Connect your region's sales teams with the right partners and build a rhythm of regular partner interlocks, desk days, and joint call-outs alongside your AE colleagues to help build pipeline faster and close more business together. • Build strong, lasting relationships with partner principals, executives, and sales leadership, becoming a trusted, familiar face of Abnormal across the region. • Champion your focus partners, making sure the opportunities Abnormal create go to the partners who are investing in you. • Drive alignment between Abnormal field leadership (RD, SE Manager, etc.) and key partner regional leaders. • Stay sharp on Abnormal's competitive positioning so you can tell our story with confidence. • Become a go-to expert on channel topics (Deal Reg, Account Plans, PG plans, new initiatives, etc.) and share what you know with the wider CAM team. LI-RJ1 A note on AI in our process: Abnormal AI uses AI-assisted tools to help our recruiting team prepare for …