Sr. Sales Development Representative

Lumenci is hiring a Senior Sales Development Representative to build pipeline for its iLumOS AI patent intelligence platform and intellectual property services. The role leads inbound and outbound prospecting, qualifies opportunities and books meetings, supports campaigns, maintains CRM data, and helps develop Lumenci’s outbound playbook.

Responsibilities:

• Research, prospect, and engage IP decision-makers at law firms and in-house IP teams, including IP litigation and patent prosecution partners, chief IP counsel, IP directors, licensing leaders, and patent portfolio managers
• Run personalized, multi-channel outreach across phone, email, LinkedIn, and events to introduce iLumOS and Lumenci's IP services
• Build account and persona research for priority targets, including stakeholder maps and relevant triggers such as litigation activity, patent filings, and portfolio changes
• Track and follow up on all inbound and marketing-qualified leads from HubSpot lead scoring, the website, webinars, content downloads, and events
• Run discovery conversations to understand prospects' patent workflows, challenges, and priorities
• Qualify opportunities against criteria agreed with Marketing and Sales leadership, and book meetings and iLumOS demos for Sales
• Create prospecting opportunities with clear context and hand them off to Sales so they can continue the conversation without starting over
• Identify needs that fit Lumenci's services business, such as litigation support, expert witness work, damages, or monetization, and route them to the right team
• Meet or exceed monthly and quarterly targets for qualified meetings and sourced pipeline
• Partner with the Director of Marketing and the SVP of Sales on targeted outreach campaigns, account-based marketing (ABM) programs, and pre-event and event follow-up for priority accounts and buyer segments
• Use Marketing's collateral, SDR content, and messaging in outreach, and test and refine sequences and call scripts, sharing what works with Marketing and Sales
• Support and, when needed, attend Lumenci's trade shows and industry events, including key IP events such as AIPLA, IPO, and LES, through pre-event outreach, meeting scheduling, booth coverage, and post-event follow-up
• Capture prospect feedback and objections and share insights with Marketing, Sales, and Product
• Help build and document Lumenci's outbound playbook as the sales development function grows
• Maintain clean, accurate, and current account, contact, activity, and campaign records in HubSpot
• Track and report on outreach activity, conversion rates, and pipeline sourced, supporting Marketing's pipeline and ROI reporting

Requirements:

• 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, such as IP services, IP software, IP information and analytics, legal tech, or litigation support
• Experience prospecting into senior professional audiences, such as law firm partners, in-house counsel, IP leaders, or technical and R&D leaders
• Working knowledge of IP services and workflows, such as patent search and analytics, prosecution, litigation support, portfolio optimization, or licensing and monetization
• Strong discovery and qualification skills, with the ability to understand a prospect's workflow and connect it to clear value
• Excellent written and verbal communication, with the ability to explain technical and legal concepts in simple, credible terms
• Hands-on experience with a CRM and prospecting tools, such as HubSpot, Salesforce, LinkedIn Sales Navigator, ZoomInfo, Apollo, or Outreach
• Self-motivation and discipline to manage your own pipeline and priorities in a remote environment
• Ability to build alignment and work well with Marketing, Sales, and global, cross-functional teams across time zones
• Candidates must be authorized to work in the United States. Lumenci is unable to sponsor or take over sponsorship of an employment visa for this role
• Experience selling software, SaaS, data, or AI products, or outsourced services
• Experience running outreach campaigns tied to IP industry events, such as AIPLA, IPO, LES, or IPBC Global
• Familiarity with patent brokerage, licensing, or monetization
• Experience moving from a sales development role into a closing role, or working closely with account executives through opportunity handoff
• Experience as an early or founding member of a sales development function, including building playbooks and processes
• Experience supporting account-based marketing programs and event-driven outreach
• Existing relationships with IP law firms or corporate IP teams