Senior Sales Development Representative

Lumenci

. Research, prospect, and engage IP decision-makers at law firms and in-house IP teams .

Posted 11/6/2026full-timeRemote • United StatesSenior💰 $75,000 - $90,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B sales development within the intellectual property sector, with a strong focus on prospecting, qualification, and outreach strategies. Proficient in utilizing CRM tools and collaborating with cross-functional teams to drive sales success and meet targets.

Highest-signal resume keywords

B2B Sales DevelopmentIntellectual Property SalesCRM Tools ProficiencyDiscovery and Qualification SkillsAccount-Based Marketing (ABM)

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales DevelopmentProspectingLead QualificationPatent Search and AnalyticsLitigation SupportPortfolio OptimizationLicensing and MonetizationSales Target AchievementOutbound Playbook DevelopmentEvent Outreach

Soft Skills

Excellent CommunicationSelf-MotivationDisciplineCollaborationAdaptability

Tools & Technologies

HubSpotSalesforceLinkedIn Sales NavigatorZoomInfoApolloOutreach

Industry Keywords

Intellectual PropertyLegal MarketB2B SalesTrade ShowsIndustry Events

Tech Stack

Tools & technologies

Apollo

About the role

Key responsibilities & impact

Research, prospect, and engage IP decision-makers at law firms and in-house IP teams
Run personalized, multichannel outreach through phone, email, LinkedIn, and events
Build account and persona research, stakeholder maps, and relevant trigger information
Track and follow up on inbound and marketing-qualified leads
Conduct discovery conversations about prospects' patent workflows, challenges, and priorities
Qualify opportunities and book meetings and iLumOS demos for Sales
Create prospecting opportunities with clear context and hand them off to Sales
Identify needs suited to Lumenci's litigation support, expert witness, damages, or monetization services and route them appropriately
Meet or exceed monthly and quarterly targets for qualified meetings and sourced pipeline
Partner with Marketing and Sales on targeted outreach campaigns, ABM programs, and event follow-up
Test and refine outreach sequences and call scripts
Support trade shows and industry events, including AIPLA, IPO, and LES
Capture prospect feedback and objections for Marketing, Sales, and Product
Help build and document Lumenci's outbound playbook
Maintain accurate account, contact, activity, and campaign records in HubSpot
Track and report outreach activity, conversion rates, and sourced pipeline
Report to the SVP of Sales

Requirements

What you’ll need

5+ years of B2B sales development, business development, or inside sales experience, with a track record of exceeding quota, meeting, and pipeline targets
3+ years selling into the intellectual property or legal market
Experience prospecting into senior professional audiences, including law firm partners, in-house counsel, IP leaders, and technical or R&D leaders
Working knowledge of IP services and workflows, including patent search and analytics, prosecution, litigation support, portfolio optimization, or licensing and monetization
Strong discovery and qualification skills
Excellent written and verbal communication, with the ability to explain technical and legal concepts simply and credibly
Hands-on experience with CRM and prospecting tools such as HubSpot, Salesforce, LinkedIn Sales Navigator, ZoomInfo, Apollo, or Outreach
Self-motivation and discipline to manage a pipeline and priorities in a remote environment
Ability to work with Marketing, Sales, and global cross-functional teams across time zones
Ability to travel up to 25% for trade shows and industry events
Ability to stand for extended periods and set up booth materials at events
Candidates must be authorized to work in the United States
Lumenci is unable to sponsor or take over sponsorship of an employment visa
Preferred: experience selling software, SaaS, data, AI products, or outsourced services
Preferred: experience with IP industry event outreach, patent brokerage, licensing, or monetization
Preferred: experience moving from sales development into a closing role or working closely with account executives
Preferred: experience as an early or founding member of a sales development function
Preferred: experience supporting ABM programs and event-driven outreach
Preferred: existing relationships with IP law firms or corporate IP teams

Benefits

Comp & perks

Medical, dental, and vision insurance with significant company contributions toward employee premiums
401(k) program with competitive employer matching contribution
Commission tied to qualified meetings and sourced pipeline
Paid Time Off (PTO)
Designated company holidays
Floating holidays
Wellness Leave
Paid bereavement leave
Paid parental bonding leave
Flexible, remote-first work environment
Merit-based promotions
Professional growth and development resources and mentorship
Career advancement opportunities