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. 

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