Senior Sales Development Representative

This is a fully remote position, open to applicants in United States.

📋 Description

• Conduct research, prospect, and engage with IP decision-makers at law firms and in-house IP teams.

• Execute personalized, multichannel outreach through phone, email, LinkedIn, and events.

• Develop account and persona research, stakeholder maps, and pertinent trigger information.

• Monitor and follow up on inbound and marketing-qualified leads.

• Facilitate discovery conversations regarding prospects' patent workflows, challenges, and priorities.

• Qualify opportunities and schedule meetings and iLumOS demonstrations for the Sales team.

• Create prospecting opportunities with clear context and transition them to Sales.

• Identify requirements suited to Lumenci's litigation support, expert witness, damages, or monetization services and route them accordingly.

• Achieve or surpass monthly and quarterly targets for qualified meetings and sourced pipeline.

• Collaborate with Marketing and Sales on targeted outreach campaigns, ABM programs, and event follow-ups.

• Test and improve outreach sequences and call scripts.

• Support trade shows and industry events, including AIPLA, IPO, and LES.

• Gather prospect feedback and objections for Marketing, Sales, and Product teams.

• Assist in building and documenting Lumenci's outbound playbook.

• Maintain precise account, contact, activity, and campaign records in HubSpot.

• Track and report on outreach activity, conversion rates, and sourced pipeline.

• Report directly to the SVP of Sales.

⛳️ Requirements

• 5+ years of experience in B2B sales development, business development, or inside sales, with a proven record of exceeding quotas, meetings, and pipeline targets.

• 3+ years of experience selling into the intellectual property or legal market.

• Experience in prospecting senior professional audiences, including law firm partners, in-house counsel, IP leaders, and technical or R&D executives.

• Working knowledge of IP services and workflows, including patent search and analytics, prosecution, litigation support, portfolio optimization, or licensing and monetization.

• Strong skills in discovery and qualification.

• Excellent written and verbal communication skills, with the ability to convey technical and legal concepts clearly and credibly.

• Hands-on experience with CRM and prospecting tools such as HubSpot, Salesforce, LinkedIn Sales Navigator, ZoomInfo, Apollo, or Outreach.

• Self-motivated and disciplined in managing a pipeline and priorities within a remote setting.

• Ability to collaborate with Marketing, Sales, and global cross-functional teams across various time zones.

• Willingness to travel up to 25% for trade shows and industry events.

• Capability to stand for extended periods and set up booth materials at events.

• Candidates must be authorized to work in the United States.

• Lumenci is unable to sponsor or take over sponsorship of an employment visa.

• Preferred: experience in selling software, SaaS, data, AI products, or outsourced services.

• Preferred: experience with outreach for IP industry events, patent brokerage, licensing, or monetization.

• Preferred: experience transitioning from sales development to a closing role or collaborating closely with account executives.

• Preferred: experience as an early or founding member of a sales development function.

• Preferred: experience supporting ABM programs and event-driven outreach.

• Preferred: existing relationships with IP law firms or corporate IP teams.

🏝️ Benefits

• Medical, dental, and vision insurance with substantial company contributions towards employee premiums.

• 401(k) program featuring competitive employer matching contributions.

• Commission linked to qualified meetings and sourced pipeline.

• Paid Time Off (PTO).

• Designated company holidays.

• Floating holidays.

• Wellness Leave.

• Paid bereavement leave.

• Paid parental bonding leave.

• Flexible, remote-first work environment.

• Merit-based promotions.

• Resources for professional growth and development, including mentorship.

• Opportunities for career advancement.