Senior Software Sales Specialist - Business Development Manager

Dennemeyer is a company specializing in intellectual property management and legal technology solutions. They are seeking a Senior Software Sales Specialist to drive new business growth and strategic account expansion, engaging with corporate legal departments and other organizations to build executive-level relationships and manage complex sales cycles.

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