Senior Software Sales Specialist - Business Development Manager

Professional who works to grow a business and extend its reach in order to increase revenue.

We areseekingan experienced and highly motivatedSenior Software Sales Specialistto drive new business growth and strategic account expansion for our portfolio ofintellectual property (IP) management and legal technology solutions.

This role is ideal for a consultative, results-driven sales professional with7–15 years of enterprise software sales experience, preferably within IP management, legal technology, legal operations, compliance, or adjacent SaaS markets.

The successful candidate will engage withcorporate 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-levelrelationships, 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 pursuesoftwareopportunitiesamong new and existing clientswithin corporate legal departments, law firms, universities, research institutions, andinnovation-focused organizations.

• Develop and execute strategic territory and account plans aligned with revenue and growthobjectives.

• Consistently meet or exceed individual quota targets and team revenue goals.

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

• Own the full sales cycle frominitialengagement through deal structuring, negotiation, and contract execution.

Consultative Solution Selling

• Understand customer businessobjectives, 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 withlegal and IP executives,paralegals, legal operations professionalsand law firm partnersand IT teams.

• Maintain relationships throughout the customerlifecycle.

• Collaborate with customer success teams toidentifyexpansion, upsell, and cross-sell opportunities.

• Assistin 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 industryevents, trade association meetings, webinars, and customer events.

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

Sales Process & Forecasting

• Maintainaccuratepipeline, forecasting, and opportunity data within CRM systems.

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

• Adhere to and execute established sales methodologiesand 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 historyof meeting or exceeding annual sales quotas.

• Proven ability to manage complex sales cycles with multiple stakeholders.

• Strong executivepresenceand presentation skills.

• Strongnegotiation and contract managementskills.

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.

• Understandingofpatent,trademark, copyright, andbroaderintellectual property lifecycle management processes.

• Familiarity with technology transfer andcommercializationworkflows 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 communicationand influence

• Consultative selling

• Value-based selling

• Negotiation and closing skills

• Strong business and financial acumen

• Legal technologyexpertise

• 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 salarywithuncapped commission structure,includingadditionalincentives tied to new business acquisition, strategic account growth, and achievement of annual performanceobjectives. Comprehensive benefits package included.

Requirements:

• Experience as a business development manager, sales executive, or in a relevant role is essential
• Proven successful sales track record
• Fluent in English
• Understands the market and industry trends
• Effective communication and negotiation
• Experience in building strong relationships with clients

Desired:

• Experience in customer support
• Familiarity with tools like Microsoft Office and CRM software (such as Salesforce)
• A bachelor’s degree in business administration, sales, or a relevant field (such as marketing)

Dennemeyer is an Equal Opportunity Employer. Dennemeyer does not discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.

Originally posted on Himalayas