Senior Enterprise Account Executive, EMEA

The Normal Team builds foundational software and hardware that help move technology forward - supporting the semiconductor industry, critical AI infrastructure, and the broader systems that power our world. We work as one team across New York, San Francisco, Copenhagen, and London.

We’re looking for Senior Enterprise Account Executives to join our team as key partners in advancing Normal’s mission to reinvent semiconductor design verification. In this role, you won’t be doing typical software sales - you’ll be building trust with both engineering and executive leaders at some of the world’s most advanced chip companies. Normal EDA is an auto-formalizing AI system that generates complete, internally consistent verification collateral directly from chip specs: including test plans, stimulus, coverage models, and formal representations. Your job is to show design verification (DV) teams how adopting this approach shifts verification left, uncovers edge cases that other methods miss, and significantly reduces engineering effort and time spent building and maintaining collateral.

You’ll work closely with our Forward Deployed Engineers, Product and Engineering teams to lead hands‑on workshops with external DV engineers, managers, and architects, then translate those into structured evaluations and scaled production rollouts. Just as critically, you’ll develop champions inside the account and build alignment with procurement, DV leaders, and executive sponsors, including VPs and CTOs who own the verification charter. This is a high‑trust, high‑context role. You’ll guide complex, multi‑stakeholder sales cycles through tangible outcomes. Your success will be measured in durable relationships, production deployments, and the long‑term transformations you help customers achieve in how they verify silicon.

Responsibilities

• Own the full enterprise sales cycle for key accounts, from early conversations to multi‑year production deployments
• Collaborate with Forward Deployed Engineers (FDEs), Product, Engineering and our Founders to deliver deep, technically grounded workshops
• Convert workshops into paid evaluations, and evaluations into long‑term production agreements
• Build alignment across DV engineers, DV managers, architects, procurement, IT/security, and executive leadership
• Develop strong internal champions and secure executive sponsorship to drive adoption
• Drive a rigorous MEDDPICC methodology across all high‑value opportunities
• Act as a key feedback loop to Product and Engineering, channeling real customer needs into roadmap decisions
• Help define and scale our go‑to‑market systems: forecasting, CRM discipline, sales playbooks, pricing input

What Makes You A Great Fit

• 8+ years in enterprise software or technical solution sales, ideally in semiconductors, hardware, or systems
• Experience managing complex, multi‑stakeholder enterprise sales
• Familiarity with semiconductor workflows
• Strong technical fluency - you can engage confidently with engineers and speak their language
• Ownership mindset and bias toward action; thrives in ambiguity and startup pace
• Excellent communicator with the ability to build trust across technical teams and C-level decision-makers

Bonus Points For

• Experience selling EDA tools or formal verification infrastructure
• Direct background in chip design, verification, or adjacent domains
• Built or scaled early‑stage GTM motions from the ground up
• Familiarity with running demo or workshop‑led, evaluation‑based enterprise sales cycles
• Comfort co‑developing workflows with engineers and product teams