Account Manager – SAAS Sales

We are looking for a highly analytical and execution-oriented Account Manager to drive and scale our lead intelligence, intent-driven demand programs, and pipeline analytics. This role is ideal for someone who thrives in a fast-paced, AI-driven environment and wants to directly influence revenue outcomes—not just activity metrics.

VIDIZMO is an AI software company headquartered in Tysons, Virginia. We build Nexus, AI Intelligence Hub, AI Live Insight and Redactor, a product family that lets an organization search, analyze, redact and act on its unstructured data, where video, audio, images, documents and text are treated as equal first-class sources rather than one format with the rest bolted on. More than 100 customers run VIDIZMO in production across public safety and justice, government, healthcare, financial services, education, legal, manufacturing and energy, and much of that installed base runs on premises, in air-gapped environments, or in FedRAMP High environments through our hosting partners, on a CJIS Security Policy-aligned architecture.

We are an independent software vendor. We build and support the software, and the channel sells it, with qualified partners also installing, delivering and supporting deployments for their own clients. That model shapes almost every role here: the people we hire spend their time making partners and customers successful rather than pushing paper through a direct sales funnel.

Role Overview

The Account Manager (AM) is responsible for pursuing new customer accounts, managing and retaining existing customers, and driving revenue growth within assigned territories and portfolios. 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 advisor to commercial, enterprise, and government customers using VIDIZMO solutions. The role balances new account acquisition, renewals, and account expansion, with a strong focus on customer value, adoption, and long-term partnerships.

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 code. However, the candidate must also demonstrate strong judgment and ownership of the 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 business requirements, and refine AI-assisted work to meet the 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. New Account Pursuit & Business Development (Hunting)

• Proactively identify, pursue, and close new customer accounts within assigned territory or market segment.
• Qualify inbound leads and conduct outbound prospecting through targeted outreach, events, referrals, and campaigns.
• Lead discovery, solution positioning, stakeholder mapping, and opportunity qualification.
• 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.

2. Existing Account Management & Retention

• Own and manage a portfolio of active customer accounts post-sale.
• Build strong relationships with business, technical, and executive stakeholders.
• Ensure successful adoption, ongoing engagement, and measurable customer value.
• Proactively manage renewals, identify risks, and prevent churn.
• Coordinate with Customer Success, Support, Product, and Engineering teams to resolve issues and deliver outcomes.

3. Account Expansion & Internal Prospecting (Farming)

• Identify and close upsell opportunities (additional users, licenses, storage, features, services).
• Drive cross-sell opportunities across VIDIZMO’s product portfolio.
• Expand within existing customers by engaging new departments, teams, subsidiaries, or business units.
• Develop and execute account growth plans for strategic and high-potential accounts.

4. Territory & Account Planning

• Manage a mixed portfolio that includes:
• New pursuit accounts
• Existing customers
• Assigned target or growth accounts
• Build territory and account plans aligned with customer goals and market dynamics.
• Conduct regular business reviews and executive check-ins.
• Maintain accurate CRM data, pipeline visibility, and revenue forecasts.

5. Customer Advocacy & Market Feedback

• Act as the voice of the customer internally, sharing insights on needs, gaps, and competitive trends.
• Partner with Product and Marketing teams to inform roadmap and positioning.
• Identify customer advocacy opportunities such as references, case studies, and testimonials.

6. AI Tools Usage

• Responsibility for reviewing and validating AI-generated outputs
• Ownership of final deliverables, regardless of AI assistance
• Ability to critically evaluate AI results and ensure they meet defined requirements
• Accountability for accuracy, quality, and compliance

Success Metrics (KPIs)

1. Revenue & Growth

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

2. Pipeline & Execution

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

3. Account Health

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

4. Operational Excellence

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

Required Qualifications

• Excellent English Communication is a must.
• Experience working with US Market.
• Bachelor’s degree inBusiness, Marketing, Computer Science, Engineering, or related field.
• 3–7 years of experiencein B2B SaaS or enterprise technology sales, business development, or product marketing.
• Proven experience inselling and positioning SaaS-based IT solutions/products.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Demonstrated success in leading teams and consistently achieving revenue targets.
• Strong analytical skills with data-driven decision-making ability.
• Proficiency in leveraging AI tools—including mandatory use of platforms likeChatGPT—to enhance efficiency and output.
• Team player with cross-functional collaboration experience and an ownership mindset.
• Legally authorized to work in the region of employment.

Preferred / Bonus Qualifications

• Experience invideo, evidence management, or public safety technologysectors.
• Familiarity withCJIS compliance, Microsoft ecosystem, and public safety markets.
• Knowledge of enterprise or government procurement processes (RFP/RFI).

Essential Skills:

The ideal candidate demonstrates strong business acumen, can translate objectives into impactful solutions, and is proficient in leveraging AI tools—including mandatory use of platforms like ChatGPT—to enhance efficiency. An ownership mindset and the ability to drive outcomes with minimal task-level direction are essential.

Why Join US?

• Own the narrative and growth of mission-critical products
• Work closely with executive leadership on strategy and execution
• Influence product direction through market insight
• Operate in high-impact markets with real-world outcomes
• Opportunity to build and scale product marketing 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, Bonus (benefits vary based on location)

Originally posted on Himalayas