Account Director

About Norm Ai

Norm Ai, the leading Legal & Compliance AI company, has a client base with a combined $30 trillion in assets under management. By turning legal code into AI code, Norm enables enterprises to move faster and more comprehensively in their legal and compliance processes with auditability, reliability, and trust.

Norm’s platform combines frontier AI, proprietary legal reasoning systems, and embedded legal and regulatory expertise.

Norm Ai has raised more than $100 million, backed by Blackstone, Bain Capital, Vanguard, Citi, New York Life, TIAA, Coatue, Craft Ventures, and Marc Benioff.

Norm Ai pioneered Legal Engineering, the process that empowers lawyers to build and supervise domain-specific AI agents with Norm’s proprietary suite of no-code software tools. Norm hired dozens of lawyers from premier U.S. law firms and trained them as Legal Engineers, who specialize in breaking down legal workflows into units of analysis targeted enough to reliably leverage Large Language Models (LLMs) for reasoning. The granular LLM outputs that constitute a given workflow are orchestrated in a logically structured and human interpretable manner and rigorously validated against data and expertise. The resulting dynamic systems can complete the first pass of the legal workflow and provide detailed explanations.

We also developed the first Domain Specific Language (DSL) for fully representing regulatory requirements in AI code. This DSL, deployed with our enterprise platform, enables Norm clients to transform workflows and apply compliance checks at the source of business activities.

Norm Ai technology is deployed inside some of the largest and most consequential institutions in the world. The company is growing quickly and hiring across all teams.

This Role

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. 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 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. 

Comp and Benefits

$125,000 - $175,000 a year

Plus commission and equity.

The range displayed in this job posting reflects the minimum and maximum target for new hire salary for this position. Within the range, individual pay is determined by various factors, including job-related skills (as uncovered during the interview process), experience, and relevant education or training. Please note that the compensation details listed here reflect the base salary only, and do not include equity or benefits. We offer a competitive salary along with equity compensation. Our comprehensive benefits package includes a 401(k) plan with an employer match. Employees enjoy top-tier insurance coverage, encompassing health, dental, hospital, accident, and vision plans. For candidates needing to relocate to NYC, we provide relocation reimbursement. You'll thrive in our fast-paced learning environment where professional growth is constant.

We embrace a hybrid model, typically in-office 4-5 days per week.

If you’re interested in the role but aren’t sure whether you’re a good fit, we’d still like to hear from you.

To learn more about Norm Ai, visit our website.