Account Director

Join to apply for the Account Director role at 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 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 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.

As an Account Director at Norm Ai, you’ll lead complex, multi-stakeholder, SaaS sales cycles with Tier‑1 and Tier‑2 financial institutions. You’ll combine formal enterprise sales discipline with startup agility — opening doors, running tight sales processes, and working cross‑functionally to land and expand high‑value accounts.

You’ll also manage multiple lead generation channels, including self‑sourced pipeline, inbound leads, SDR support, event follow‑up, investor introductions, and company network referrals.

This is a hands‑on, senior role for high‑calibre sales professionals who can balance structure with creativity, and know how to drive results in a regulated, relationship‑driven market. 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.

• Own the full enterprise sales cycle from discovery to close.
• Accurate and accountable forecasting and reporting.
• Manage and convert leads from multiple sources — self‑generated, inbound, SDR‑sourced, events, and partner networks.
• Lead expansion within existing accounts in partnership with the Engagement (Customer Success) team.
• Apply structured MEDDPICC qualification and maintain clean forecasting and pipeline discipline.
• Collaborate with pre‑sales, post‑sales, legal, finance, and marketing teams to align resources on strategic opportunities.
• Represent Norm AI at private CXO dinners, industry events, and thought‑leadership forums.

• Highly motivated and eager to make a large impact at an early‑stage company.
• Proven record of closing £400K+ SaaS deals in FSI, for Reg Tech or AI‑driven technology providers.
• Comfortable with a £1M+ annual quota and enterprise‑length deal cycles.
• Experience in both large, formally‑trained sales environments and startups or scale‑ups where autonomy and pace matter.
• Strong understanding of regulated industries and the dynamics of selling to legal, risk, and compliance leaders.
• Skilled in value‑based sales and confident operating with C‑suite stakeholders.
• Experienced in working cross‑functionally across pre‑sales, post‑sales, and product teams.
• Able to work from Norm Ai’s Central London office 2-3 days a week.
• Willing to complete an initial 2 week onboarding in the US and participate in regular US team offsites.
• Commercially minded, self‑driven,…