Senior Revenue Operations Manager

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 $17 Trillion in AUM, 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.

About the Role

We’re hiring our first Senior Revenue Operations Manager to own the end-to-end revenue engine: from named-account list development through pipeline analytics, stage-stage governance, and forecasting. You’ll partner closely across Sales, Marketing, and Finance to drive discipline in a sales-led high-ACV sales cycle and build the foundations for a world-class RevOps function. The ideal candidate will be hands-on and eager to establish the foundations of the role today with the capacity to grow as Norm scales.

Key Responsibilities

• Pipeline & Funnel Analytics: Build and own weekly/monthly dashboards tracking conversion rates, deal velocity, aging, and forecast accuracy. Identify bottlenecks early and partner with AEs to remediate stalled opportunities.
  

• Sales Process Design & Governance: Work with leadership to define clear stage definitions, win criteria, and hand-off SLAs.
  

• Account & Territory Management: Maintain, enrich, and segment our target account list, periodically reviewing our account selection criteria and revising our assignment and coverage models.
  

• Deal Diagnostics & Continuous Improvement: Work cross-functionally to conduct post-mortems on stalled or lost opportunities to surface root causes and recommend enhancements to processes, collateral, or pricing.
  

• Systems & Automation: Own CRM (HubSpot) configuration and integrations; partner with Marketing to design workflows, lead scoring, and alerts to support our GTM motion.

What You’ll Bring

• 5+ years in SaaS Revenue or Sales Operations, ideally at a sales-led startup that has scaled to Series C and beyond
  

• Deep expertise with CRM and B2B account-based tools (e.g., RB2B, Demandbase, 6sense)
  

• Proven track record building funnel analytics and improving conversion rates in a high-ACV sales-led sales motion
  

• Strong data fluency. comfortable building dashboards in analytics tools or native CRM reporting
  

• Exceptional cross-functional collaboration and communication skills; ability to translate data into actionable insights
  

• You’ve helped define sales stage workflows, SLA’s, and sales frameworks in past roles
  

• A bias for ownership and continuous improvement. Passion for scaling a RevOps function from scratch

Comp and Benefits

$160,000 - $200,000 a year plus 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 flexible hybrid model, typically in-office 3–4 days per week.