Own and drive the full sales cycle across a defined portfolio of mid-market accounts, from initial engagement through renewal, upsell, and expansion
Build and deepen relationships within existing customers while strategically identifying and developing new opportunities within assigned accounts
Develop and execute account plans to grow revenue, increase solution adoption, and consistently exceed annual quota
Lead value-based discovery conversations with business and legal stakeholders to uncover brand protection challenges, portfolio priorities, and growth initiatives
Position Brand IP solutions as strategic enablers of brand protection, risk mitigation, and business growth, aligned to customer objectives
Manage complex, multi-stakeholder opportunities, including commercial negotiations and executive alignment
Collaborate closely with Solution Specialists, Customer Success, Renewals, Partners, and Marketing to drive successful outcomes across the customer lifecycle
Maintain accurate forecasting, pipeline visibility, and account reporting
Engage regularly with customers (including on-site) to strengthen relationships and identify expansion opportunities
Represent Clarivate on company-led and industry events
Act as a trusted advisor and role model within the organization, sharing best practices and contributing to team success

Bachelor’s Degree or equivalent
5+ years of experience in a quota-carrying Account Management role
Proven experience in a quota-carrying Account Management or Sales role, preferably within SaaS, data or Intellectual Property
Demonstrated ability to manage full sales-cycle processes with multiple stakeholders
Strong experience engaging senior decision makers or C-levels
A track record of self-driven pipeline generation and consistent quota achievement
Strategic mindset with the ability to run structured discovery and build business cases
Experience working with partners and cross-functional teams
Comfort using CRM and sales enablement tools to manage pipeline, forecasting, and account plans
Strong presentation, communication, and negotiation skills
High level of ownership, resilience, and ambition
Willingness and ability to travel regularly to customer sites
Experienced with value-based selling methodologies (MEDDPICC)
Full fluency in English and German

Account Manager – Intellectual Property

Key skills