Senior Software Sales Specialist - Business Development Manager

We are seeking an experienced and highly motivated Senior Software Sales Specialist to drive new business growth and strategic account expansion for our portfolio of intellectual property (IP) management and legal technology solutions. 

This role is ideal for a consultative, results-driven sales professional with 7–15 years of enterprise software sales experience, preferably within IP management, legal technology, legal operations, compliance, or adjacent SaaS markets. 

The successful candidate will engage with corporate legal departments, IP teams, law firms, universities, and research institutions, developing executive-level relationships and leading complex, multi-stakeholder sales cycles. You will partner cross-functionally with marketing, product, sales engineering, and customer success teams to deliver measurable customer value and long-term adoption. 

This role requires a consultative sales professional who understands the challenges faced by IP professionals, legal operations teams, technology transfer offices, and outside counsel. The successful candidate will build executive-level relationships, manage complex sales cycles, and collaborate cross-functionally to deliver strong customer outcomes.  

They will also partner with regional sales teams to drive multi-service opportunities across the Dennemeyer portfolio. 

Key Responsibilities 

Business Development & Revenue Growth 

• 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. 

Consultative Solution Selling 

• 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. 

Relationship Management 

• 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. 

• Assist in the successful onboarding of software clients. 

Market & Industry Engagement 

• 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. 

• Provide market intelligence and customer feedback to product management and leadership teams. 

Sales Process & Forecasting 

• Maintain accurate pipeline, forecasting, and opportunity data within CRM systems. 

• Prepare and deliver regular sales reports, forecasts, and account reviews. 

• Adhere to and execute established sales methodologies and best practices 

Required Qualifications 

• 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. 

Preferred Qualifications 

• Direct experience selling IP management systems, patent/trademark software, legal operations platforms, contract lifecycle management solutions, innovation management software, or related legal technology products. 

• Understanding of patent, trademark, copyright, and broader intellectual property lifecycle management processes. 

• Familiarity with technology transfer and commercialization workflows within universities and research organizations. 

• Experience working with channel partners, consultants, or legal service providers. 

• Experience selling internationally or managing multinational customer relationships. 

Desired Competencies 

• Strategic account management 

• Executive-level communication and influence 

• Consultative selling 

• Value-based selling 

• Negotiation and closing skills 

• Strong business and financial acumen 

• Legal technology expertise 

• Intellectual property industry knowledge 

• Relationship building 

• Pipeline management and forecasting 

• Cross-functional collaboration 

• Self-motivation and accountability 

Performance Metrics 

Success in this role will be measured by: 

• Achievement of annual bookings and revenue targets 

• New customer acquisition 

• Pipeline generation and conversion rates 

• Forecast accuracy 

• Customer retention and expansion revenue 

• Executive relationship development 

• Contribution to overall market growth and strategic initiatives 

Compensation 

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.