Senior Software Sales Specialist – Business Development Manager
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Job Description
Senior Software Sales Specialist driving new business growth and strategic account expansion for IP management technology solutions. Requires 7-15 years of enterprise software sales experience.
Responsibilities:
- Identify, qualify, and pursue software opportunities among new and existing clients within corporate legal departments, law firms, universities, research institutions, and innovation-focused organizations.
- Develop and execute strategic territory and account plans aligned with revenue and growth objectives.
- Consistently meet or exceed individual quota targets and team revenue goals.
- Build and maintain a high-quality pipeline through outbound prospecting, referrals, events, and partner channels.
- Own the full sales cycle from initial engagement through deal structuring, negotiation, and contract execution.
- Understand customer business objectives, legal workflows, intellectual property management processes, and technology requirements.
- Conduct discovery meetings, executive presentations, and value-based sales engagements.
- Clearly articulate the business value, ROI, efficiency gains, compliance benefits, and risk reduction of the company’s solutions.
- Develop tailored proposals and business cases that address customer-specific challenges.
- Collaborate with Sales Engineering to deliver customized software demonstrations and proofs of concept aligned with key use cases and client needs.
- Establish trusted advisor relationships with legal and IP executives, paralegals, legal operations professionals and law firm partners and IT teams.
- Maintain relationships throughout the customer lifecycle.
- Collaborate with customer success teams to identify expansion, upsell, and cross-sell opportunities.
- Stay informed on trends in IP management, legal operations, AI-driven legal technology, and digital transformation.
- Represent the company at industry events, trade association meetings, webinars, and customer events.
Requirements:
- Bachelor’s degree or equivalent professional experience.
- 7–15 years of proven success in enterprise SaaS or software sales.
- Demonstrated success selling SaaS or enterprise software solutions with annual contract values ranging from $10,000 to $100,000+.
- Experience selling to one or more of the following: Corporate legal departments, Intellectual property departments, Law firms, Universities and research institutions, Technology transfer offices, Innovation and R&D organizations.
- Consistent history of meeting or exceeding annual sales quotas.
- Proven ability to manage complex sales cycles with multiple stakeholders.
- Strong executive presence and presentation skills.
- Strong negotiation and contract management skills.
Benefits:
- Competitive base salary with uncapped commission structure, including additional incentives tied to new business acquisition, strategic account growth, and achievement of annual performance objectives.
- Comprehensive benefits package included.
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