AIRNA Sales Trigger: New CLO & Regulatory Ramp-Up

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🚀 Battle Card: AIRNA

Quick trigger: AIRNA Appoints Tamara Joseph as CLO & Kristina Storey as Head of Regulatory Affairs (Aug 6, 2025)

👤 Decision Maker in the News

Tamara Joseph, Chief Legal Officer · 🔗 LinkedIn

💡 Why It Matters

This AIRNA sales trigger signals a push into clinical and commercial readiness, increasing legal and regulatory workloads to steer AIR-001 through IND-enabling studies. → Source

🎯 Core Pain Point

Complex global regulatory submissions

Fragmented contract and IP management

💰 What to Pitch

Primary: Regulatory Intelligence Platform → accelerate global submission timelines

Expansion: Contract Lifecycle Management → mitigate legal risk and streamline CRO agreements

🗺️ Quick Context

HQ: Cambridge, MA

Employees: ≈ 80

Rev: ≈ $10 M

Website: airna.com

🤼 Competitive Intel

Which other vendors you’ll probably face to win AIRNA’s business.

Regulatory Intelligence

Veeva Systems — Regulatory Information Management

Edge: tight integration with clinical data
Evaluated by SVP Regulatory for global submission tracking

MasterControl — RIM & Quality Management

Edge: built-in audit-trail & e-signatures
Evaluated by CLO for compliance assurance

Sparta Systems — Quality & RIM

Edge: highly configurable workflows
Evaluated by Dir. Quality for process standardization

Contract Management

Icertis — Contract Lifecycle Management

Edge: AI clause extraction for biotech IP
Evaluated by CLO for risk mitigation

DocuSign CLM — Contract Lifecycle Management

Edge: seamless e-sign and automated workflows
Evaluated by Legal Ops for speed

✅ Do-Now Checklist

Connect with Tamara Joseph on LinkedIn (link above)

Send first-touch email using the Copy-My-Prompt block with this AIRNA sales trigger

Schedule follow-ups in CRM (Day 3 & Day 10)

Next Step

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🧠 Copy My Prompt for Personalized Cold Outreach

────────────────────────────
✏️ YOUR COMPANY
────────────────────────────
OUR_COMPANY   = ❑❑
OFFER_BRIEF   = ❑Contract Lifecycle Management platform❑
PROOF_METRIC  = ❑40% faster contract turnaround❑
CTA_STYLE     = ❑quick_call❑
TONE          = ❑friendly❑

────────────────────────────
📌 TARGET COMPANY
────────────────────────────
NAME        = Tamara
COMPANY     = AIRNA
DEPT        = Legal
SIZE        = ≈ TBD
BOTTLENECK  = fragmented contract and IP management
EVENT       = CLO appointment
DETAIL      = appointment as CLO
PAIN        = inconsistent contract and IP workflows
SRC         = http://cts.businesswire.com/ct/CT?id=ftfLlWd9aZbF2NXfwppam3Bd664=&newsLang=en&newsId=20250806966508&div=41152219
SIM_CO      = Spero Therapeutics
WIN_METRIC  = 40% faster contract turnaround
NEXT_SIZE   = ≈ TBD
EMP_EST     = ≈ 80
REV_EST     = ≈ $10 M

────────────────────────
TASK FOR CHATGPT
────────────────────────
Role: “NewsletterForLeads SDR-Assist”.

Validate any ≈ guesses via SRC.

EMAIL  (keep breaks):
Subject: ≈ TBD-person Legal

Tamara—noticed your Legal team is ≈ TBD.

That’s when fragmented contract and IP management slows growth.

We helped Spero Therapeutics fix this with Contract Lifecycle Management platform.

Result: 40% faster contract turnaround.  
Quick call?

PS—next bottleneck hits ≈ TBD.

DM ≤45 words, TONE:
Saw your post about appointment as CLO — inconsistent contract and IP workflows.  
Contract Lifecycle Management platform. 40% faster contract turnaround.  
Quick chat?