Strategic Account Director, Norm AI

• You are highly motivated and eager to make a large impact at an early stage company
• Tell our story: Exceptional communication and relationship-building skills, with the ability to navigate complex organizational structures
• Responsive and hardworking: High responsiveness to client inbound and a strong desire to go the extra mile for our clients
• 5+ years Enterprise SaaS Sales Experience within compliance, legal services, or technology
• 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 founding UK Strategic Account Director 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 hybrid account director / client engagement role acts 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
• 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
• 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