Account Manager – Legal & Compliance Technology

1. Legal Scenario Testing & Compliance Validation

• Evaluate and stress-test VIDIZMO's product claims against real legal and regulatory scenarios on behalf of prospective and existing customers. - Simulate and walk through use cases including FOIA request handling, digital evidence chain of custody, court-admissible redaction, eDiscovery workflows, and compliance audit trails. - Serve as the internal subject matter voice for legal and regulatory requirements, ensuring sales positioning accurately reflects legal realities. - Partner with Product and Engineering to flag gaps between legal customer expectations and current platform capabilities. 2. New Account Pursuit & Business Development (Hunting)

• Proactively identify, pursue, and close new customer accounts within legal, compliance, government, and public safety segments. - Qualify inbound leads and conduct outbound prospecting through targeted outreach, events, bar associations, legal conferences, referrals, and campaigns. - Lead discovery, solution positioning, stakeholder mapping, and opportunity qualification with legally sophisticated buyers. - Collaborate with Sales Engineering, Marketing, and Leadership to progress and close new-logo opportunities. - Track and manage opportunities through the full sales cycle in CRM. 3. Existing Account Management & Retention

• Own and manage a portfolio of active customer accounts post-sale. - Build strong relationships with legal, compliance, technical, and executive stakeholders. - Ensure successful adoption, ongoing engagement, and measurable customer value against legal and operational outcomes. - Proactively manage renewals, identify risks, and prevent churn. - Coordinate with Customer Success, Support, Product, and Engineering teams to resolve issues and deliver outcomes. 4. Account Expansion & Internal Prospecting (Farming)

• Identify and close upsell opportunities across additional users, licenses, storage, features, and compliance modules. - Drive cross-sell opportunities across VIDIZMO's product portfolio including DEMS, EnterpriseTube, AI Intelligence Hub, and Redactor. - Expand within existing customers by engaging new legal departments, compliance teams, subsidiaries, or business units. - Develop and execute account growth plans for strategic and high-potential accounts. 5. Territory & Account Planning

• Manage a mixed portfolio including new pursuit accounts, existing customers, and assigned target or growth accounts. - Build territory and account plans aligned with customer legal obligations and market dynamics. - Conduct regular business reviews and executive check-ins with legal and compliance leadership. - Maintain accurate CRM data, pipeline visibility, and revenue forecasts. 6. Customer Advocacy & Market Feedback

• Act as the voice of the customer internally, sharing insights on legal needs, compliance gaps, and competitive trends. - Partner with Product and Marketing teams to inform roadmap and positioning for legal and government segments. - Identify customer advocacy opportunities such as references, case studies, and testimonials from legal and public sector customers. 7. AI Tools Usage

• Leverage AI tools strategically to research legal frameworks, map compliance requirements, draft scenario documentation, and accelerate sales workflows. - Review and validate all AI-generated outputs before use in customer-facing or internal communications. - Maintain full ownership and accountability for final deliverables regardless of AI assistance used. Success Metrics (KPIs)

Revenue & Growth

• New Logo Revenue: New accounts closed per quarter within legal and government segments
• Net Revenue Retention (NRR): ≥ 110%
• Renewal Rate: ≥ 95%
• Expansion Revenue: Upsell and cross-sell contribution

Pipeline & Execution

• Qualified Pipeline Coverage: 3–4x quota
• Win Rate: Opportunities closed vs. pursued
• Average Deal Cycle Time

Account Health

• Churn Rate: ≤ 5%
• Product Adoption & Usage Growth
• Customer Satisfaction (CSAT / NPS)

Operational Excellence

• Forecast Accuracy: ≥ 95%
• CRM Hygiene & Activity Compliance
• Business Reviews Completed on Time

Required Qualifications

• Excellent English communication is a must — executive-level written and verbal fluency required for US-facing client engagement. - Experience working with the US Market. - Bachelor's or Master's degree in Law (LLB/LLM/JD) is required; additional qualification in Business, Technology, or Computer Science is a strong plus. - 1–3 years of legal practice, compliance advisory, or regulatory experience with demonstrated understanding of evidence handling, contract law, or regulatory frameworks. - 3–7 years of experience in B2B SaaS or enterprise technology sales, business development, or account management — legal-tech, compliance-tech, or govtech experience preferred. - Proven ability to sell and position SaaS-based IT solutions to legally and technically sophisticated buyers. - Ability to evaluate, test, and articulate how technology solutions address real legal and compliance scenarios including FOIA, chain of custody, evidentiary integrity, and CJIS compliance. - Strong communication, presentation, negotiation, and relationship-building skills with legal and executive stakeholders. - Demonstrated success in achieving revenue targets and managing full-cycle sales. - Strong analytical skills with data-driven decision-making ability. - Proficiency in leveraging AI tools — including mandatory use of platforms like Claude, ChatGPT, or Copilot — with the judgment to validate and own AI-assisted outputs. - Team player with cross-functional collaboration experience and an ownership mindset. - Legally authorized to work in the region of employment. Preferred / Bonus Qualifications

• Active legal background in public safety, government law, litigation support, or regulatory compliance. - Experience in digital evidence management, video technology, or public safety technology sectors. - Familiarity with CJIS, FedRAMP, FOIA, or eDiscovery frameworks. - Knowledge of enterprise or government procurement processes (RFP/RFI). - Experience translating legal requirements into technology evaluation criteria or procurement specifications. - Exposure to Microsoft ecosystem and government technology markets. Essential Skills

The ideal candidate is a legally trained professional who has crossed into the technology commercialization space — or a seasoned SaaS sales professional with deep legal and compliance domain knowledge. They can walk into a room with a general counsel, a compliance officer, or a government contracting officer and immediately speak their language. They understand what legal accountability looks like in practice, can test whether a technology genuinely meets a legal obligation, and can close deals with buyers who ask hard questions. Strong AI tool fluency and a bias toward ownership and execution round out the profile. Why Join Us? - Work at the intersection of AI, law, and enterprise technology in high-stakes markets

• Own relationships with government agencies, law enforcement, and Fortune 500 legal and compliance teams
• Work closely with executive leadership on strategy and go-to-market execution
• Influence product direction through real legal and compliance market insight
• Operate in high-impact markets with real-world legal and public safety outcomes
• Opportunity to build and scale legal-tech and govtech as a growth engine

Benefits

Health Insurance (OPD/IPD), Separate Maternity Cover, Leave Encashment, Car Support Program, Referral Bonus, EOBI, Bi-Annual Increment, Provident Fund, Career Growth, Performance Bonus (benefits vary based on location)