Country Manager, Norm AI

• You are highly motivated and eager to make a large impact at an early stage company
• 5+ years Enterprise SaaS Sales Experience within compliance, legal services, or technology
• Experience leading a region and building processes from scratch
• Success selling in complex financial services or enterprise environments
• Experience closing significant enterprise deals
• Experience engaging with C-Suite buyers
• Experience navigating complex closing processes with information security, legal negotiations, budget signoff, and more
• Highly independent and comfortable working as an IC, both as Norm Ai continues to build out its GTM team and on an ongoing basis

Desirable

• This is a rare opportunity to build a market from the ground up- owning UK strategy, customer acquisition, and operational execution in a highly entrepreneurial environment
• This founding UK Country Manager will combine strategic account leadership with hands-on client engagement to drive UK sales growth, successful deployment of Norm AI solutions, and client satisfaction
• This Country Manager will lead the region and act as the trusted advisor and primary point of contact for key accounts, responsible for maximizing client value and retention while coordinating delivery and ongoing relationship management
• You will own the client relationship from beginning to successful close, ensuring that each touchpoint with our prospective clients is thoughtful, engaging, and tailored
• You will find every opportunity to go above and beyond to meet clients’ needs and demonstrate the value of Norm Ai
• You will serve as public representative of Norm Ai, maintaining our high standards in each meeting
• You will leverage your robust network of financial services firms and insurance companies to make sure Norm succeeds
• This is a highly entrepreneurial role
• As our first UK GTM hire, you will play a critical role in shaping the future of our sales and go-to-market team and strategy
• Be scrappy: Look for any and all opportunities to add value in the sales process, obvious and not. Don’t let small setbacks get you down
• Tell our story: Exceptional communication and relationship-building skills, with the ability to navigate complex organizational structures
• Build pipeline: Identify prospects and conduct thoughtful, tailored outreach
• Map accounts: Ensure successful sales cycles through organization mapping, stakeholder engagement, and making sure Norm Ai is having the right discussions
• Build pitch & collateral: Customize your pitch and demo to tailor to individual client needs. Build compelling demos and collateral
• Drive client success: Understand our customers deeply to drive customer engagement, growth, and renewal
• Flexible, problem-solving mindset: Identify and resolve any client issues in a timely manner, engaging other internal resources as needed to drive successful outcomes
• Responsive and hardworking: High responsiveness to client inbound and a strong desire to go the extra mile for our clients
• Drive client success: Lead comprehensive client onboarding processes, ensuring smooth implementation and adoption of the Norm Ai platform. Provide personalized support, ensuring that clients quickly see the value of our platform. Build and maintain strong, long-lasting relationships with clients by delivering proactive weekly updates and any additional training or guidance needed
• 30 days
• You are fully sufficient from a demo and collateral perspective
• You have conducted both initial prospecting meetings and later stage meetings with core Norm Ai accounts
• You are able to engage with anyone regarding the core regulatory frameworks Norm Ai supports
• You can clearly articulate Norm Ai’s value proposition. You can clearly describe Norm Ai’s technology
• 90 days
• You have advanced multiple opportunities materially
• You are leading the entire client engagement lifecycle, from onboarding to renewal
• You are trusted by clients as an expert on both the Norm Ai platform and the legal/regulatory challenges they face
• You are playing a key role in ensuring client renewals and upsells by demonstrating the continued value of the Norm Ai platform
• You are able to enter any client conversation, including with no prior exposure to their business or compliance practices, and quickly shape the discussion in a way that benefits both the client and Norm Ai
• 120 days
• You are independently running deals from initial conversations to close
• You have been engaging effectively with multiple clients that you have sourced, moving them through POCs and pilots