About Norm Ai Norm Ai automates compliance processes to make them more efficient, cost-effective, and accurate while ensuring democratic guardrails for AI in autonomous roles. By converting complex regulations into intelligent AI programs, we enable teams to operate with unprecedented speed and precision. We also aim to enable the integration of AI agents into daily life, ensuring that AI-driven business processes adhere to legal and societal norms through adoption of our Regulatory AI agents as oversight. At Norm Ai, we're committed to aligning AI with public policy, reflecting our society's collective will, and ushering in a new era of regulatory intelligence and societal-AI alignment. In the past 12 months, we’ve raised more than $38 million from top VCs and global institutions. You can find our Vision here: https://www.norm.ai/post/building-regulatory-ai-agents. This Role As an Account Executive 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. 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.
Build pipeline: Identify prospects and make contact.
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.
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.
Skills & Experience - Core
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.
Skills & Experience - Pluses
Experience selling directly to CCOs or GCs.
Experience with regulatory technology or GRC solutions.
Experience at an early-stage venture-backed company.
Experience as an early AE helping to build out the core GTM team.
Experience with AI or AI powered technologies.
Hands-on experience in a legal, financial services, or insurance role.
What Success Looks Like 30 daysYou 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 daysYou have advanced multiple opportunities materially. 120 daysYou 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.
