Senior Software Sales Specialist – Business Development Manager

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

📋 Description

• Identify, qualify, and pursue software opportunities among both new and existing clients in corporate legal departments, law firms, universities, research institutions, and organizations focused on innovation.

• Develop and implement strategic territory and account plans that align with revenue and growth objectives.

• Consistently achieve or surpass individual quota targets as well as team revenue goals.

• Build and sustain a high-quality pipeline through outbound prospecting, referrals, events, and partner channels.

• Oversee the entire sales cycle from the initial engagement through deal structuring, negotiation, and contract execution.

• Comprehend customer business goals, legal workflows, intellectual property management processes, and technology prerequisites.

• Conduct discovery meetings, executive presentations, and value-driven sales engagements.

• Clearly communicate the business value, ROI, efficiency improvements, compliance advantages, and risk mitigation of the company’s solutions.

• Create customized proposals and business cases that address specific challenges faced by customers.

• Collaborate with Sales Engineering to provide tailored software demonstrations and proofs of concept that align with key use cases and client needs.

• Establish trusted advisor relationships with legal and IP executives, paralegals, legal operations professionals, law firm partners, and IT teams.

• Maintain relationships throughout the entire customer lifecycle.

• Work together with customer success teams to identify opportunities for expansion, upselling, and cross-selling.

• Stay updated 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 demonstrated success in enterprise SaaS or software sales.

• Proven success in selling SaaS or enterprise software solutions with annual contract values ranging from $10,000 to $100,000+.

• Experience in 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 track record of meeting or exceeding annual sales quotas.

• Proven capability to manage complex sales cycles involving multiple stakeholders.

• Strong executive presence along with excellent presentation skills.

• Strong negotiation and contract management abilities.

🏝️ Benefits

• Competitive base salary with an uncapped commission structure, including additional incentives linked to new business acquisition, strategic account growth, and the attainment of annual performance objectives.

• Comprehensive benefits package included.