Account Manager – Legal & Compliance Technology
We are looking for a legally trained, analytically sharp, and execution-oriented Account Manager to drive new business and manage strategic accounts within VIDIZMO's legal, compliance, and government customer segments. This role is ideal for someone who understands how legal and regulatory frameworks operate in practice, can stress-test technology claims against real-world legal scenarios, and thrives in a fast-paced, AI-driven environment where they can directly influence revenue outcomes—not just activity metrics.
About VIDIZMO
VIDIZMO is a U.S.-based technology company headquartered in Tysons, Virginia, and a Microsoft Solutions Partner across Data & AI, Infrastructure, and Digital & App Innovation. Through our AI-powered Intelligence Hub, we help Fortune 500 enterprises, government agencies, and public sector organizations securely manage, analyze, and govern complex data with full control and compliance.
Our Multimodal AI Data Intelligence Platform uses Large Language Models (LLMs) and Retrieval-Augmented Generation (RAG) to enable advanced capabilities such as automated tagging, redaction, summarization, OCR, translation, subtitle generation, object detection and tracking, intelligent search, sentiment and emotion analysis, topic extraction, document classification, and facial recognition.
Role Overview
The Account Manager – Legal & Compliance Technology is responsible for pursuing new customer accounts, managing and retaining existing customers, and driving revenue growth within legal, compliance, government, and public safety segments. This is a full-cycle, hybrid hunter–farmer role. The AM owns the customer relationship from initial pursuit through long-term expansion, acting as a trusted legal-technology advisor to commercial, enterprise, and government customers using VIDIZMO solutions. A defining responsibility of this role is the ability to test and validate VIDIZMO's legal and compliance claims against real customer scenarios—including chain of custody integrity, evidentiary standards, FOIA response workflows, redaction requirements, and regulatory audit readiness. The AM must be capable of walking legal, compliance, and government stakeholders through how VIDIZMO solves their specific legal obligations, not just their technical needs.
AI Output Verification & Accountability (Required Competency)
The candidate must be capable of effectively using AI tools (e.g., Claude, ChatGPT, Copilot, or similar) to support work outputs such as content, analysis, documentation, or legal scenario mapping. However, the candidate must also demonstrate strong judgment and ownership of final deliverables. AI-generated output must never be treated as final without review. The candidate is expected to validate accuracy, completeness, logic, compliance, and alignment with legal and business requirements, and refine AI-assisted work to meet expected quality standards. The individual will be held accountable for the final output, regardless of whether AI tools were used during execution.
Key Responsibilities
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)
