Strategic Account Director

Norm AI; London; Hybrid; GBP 100,000 - 150,000; Full time

Job summary

A leading AI compliance platform in London seeks a Strategic Account Director to drive UK sales growth and ensure successful deployment of solutions. The role combines client engagement and strategic leadership, requiring extensive SaaS sales experience. Candidates should have a strong network in financial services and a problem-solving mindset. This role offers a competitive salary of £100,000 - £150,000, plus commission and equity.

Benefits

Equity compensation

401(k) plan with employer match

Comprehensive health insurance coverage

Qualifications

• 5+ years of experience in enterprise SaaS sales, preferably within compliance or legal services.
• Success in complex financial services environments and engaging C-Suite.
• Highly independent and comfortable working as an individual contributor.

Responsibilities

• Drive UK sales growth and ensure successful deployment of Norm AI solutions.
• Act as the primary point of contact for key accounts, maximizing client value.
• Lead comprehensive client onboarding processes and maintain strong relationships.

Skills

Enterprise SaaS Sales Experience

Relationship-building skills

Complex sales navigation

Problem-solving mindset

High responsiveness

Job description

About Norm Ai

Norm Ai is the Compliance AI Platform for legal standards-based reasoning & workflow automation.

We 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.

We are setting the norms for compliance processes at the largest institutions in the world. Our client base includes firms with a combined $20 Trillion in assets under management, and growing quickly.

Our Software Engineers came from Palantir, Google, Meta, AWS, Harvard, Stanford, and MIT. Our Legal Engineers are from Harvard Law, Stanford Law, Yale Law, Sullivan & Cromwell, Simpson Thacher, Davis Polk, Greenberg Traurig, the SEC, and FINRA.

We have raised $85 million over the past 18 months from top VCs and global institutions, including Vanguard, Blackstone, Bain Capital, Coatue, Craft Ventures, New York Life, Citi, TIAA, and Marc Benioff.

This Role

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. 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, 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.

Skills & Experience - Core

• 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.

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.

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.

Comp and Benefits

£100,000 - £150,000 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. You'll thrive in our fast-paced learning environment where professional growth is constant.

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.