Senior Software Sales Specialist - Business Development Manager

Dennemeyer is a company specializing in intellectual property management and legal technology solutions, and they are seeking a Senior Software Sales Specialist to drive new business growth and strategic account expansion. The successful candidate will engage with corporate legal departments, law firms, and universities to build relationships and manage complex sales cycles, while collaborating with various teams to deliver customer value.

Responsibilities:

• 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
• 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
• 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
• 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
• 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

Requirements:

• 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
• 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
• 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
• 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)