Account Director, Norm AI

• You are highly motivated and eager to make a large impact at an early stage company
• Be scrappy: Look for any and all opportunities to add value in the sales process, and these aren’t always obvious. 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
• 4+ years Enterprise SaaS Sales Experience
• Success selling in complex financial services or enterprise environments
• Experience closing significant enterprise annually paid in advance deals from prospecting to final signature
• 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

• As an Account Director at Norm Ai, you will build and maintain relationships with potential clients as they evaluate Norm Ai
• 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 serve as public representative of Norm Ai, maintaining our high standards in each meeting
• Wherever possible, you will seek to go above and beyond to meet their needs and demonstrate the value of Norm Ai - whether that means preparing custom collateral for a meeting, visiting them in-person at their offices or for a meal, or taking other opportunities to meet them and build the relationship
• You will also play a critical role in shaping the future of our sales and go to market team and strategy, and serve as a foundational member of this team
• Build pipeline: Identify prospects and make contact
• Drive client success: Partner with our Customer Engagement team during POCs and beyond in order to ensure that our clients succeed with Norm Ai. Help manage growth and renewal processes
• Be scrappy: Look for any and all opportunities to add value in the sales process, and these aren’t always obvious. Don’t let small setbacks get you down
• Map accounts: Ensure successful closes by identifying stakeholders and ensuring that Norm Ai is having all of the right discussions with the client
• Build pitch & collateral: Customize your pitch and demo to tailor to individual client needs. Build compelling demos and collateral
• What Success Looks Like:
• 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
• 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