Sr. Sales Development Representative

Lumenci • , (Multiple States)

3d • $75,000 - $90,000 • Remote

About The Position

Lumenci is hiring a remote Senior Sales Development Representative to build pipeline for iLumOS, its AI patent intelligence platform, and its intellectual property services. The role focuses on opening conversations with intellectual property law firms and corporate IP teams, converting marketing programs into qualified meetings, and identifying opportunities for related services. It is a hands-on, senior individual-contributor position reporting to the SVP of Sales.

The SDR will lead inbound and outbound prospecting, conduct discovery and qualification, book meetings and platform demonstrations, and provide Sales with well-contextualized opportunity handoffs. The role partners closely with Marketing and Sales on campaigns, account-based marketing, event outreach, messaging, and the development of Lumenci’s outbound playbook. It also brings prospect feedback and market insights to Marketing, Sales, and Product, and maintains accurate activity and pipeline data in HubSpot.

The position is remote-first and requires the ability to travel up to 25% for trade shows and industry events. The listed annual base salary range is $75,000–$90,000, with commission tied to qualified meetings and sourced pipeline and on-target earnings of up to $130,000 per year. Candidates must be authorized to work in the United States; visa sponsorship is not available.

Requirements

• At least 5 years of B2B sales development, business development, or inside sales experience, with a track record of exceeding quota, meeting, and pipeline targets.
• At least 3 years of experience 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 to 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, including the ability to understand prospect workflows and connect them to clear value.
• Excellent written and verbal communication skills, including 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 a personal pipeline and priorities in a remote environment.
• Ability to build alignment and work effectively with Marketing, Sales, and global cross-functional teams across time zones.
• Ability to travel up to 25% for trade shows and industry events. Event work may involve extended standing and setting up booth materials; reasonable accommodations are available.
• Authorization to work in the United States; Lumenci is unable to sponsor or take over sponsorship of an employment visa.

Nice To Haves

• 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 sales development 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.

Responsibilities

• Research and engage IP decision-makers at law firms and in-house IP teams, including litigation and patent prosecution partners, chief IP counsel, IP directors, licensing leaders, and patent portfolio managers.
• Conduct personalized, multi-channel outreach by phone, email, LinkedIn, and events to introduce iLumOS and Lumenci’s IP services.
• Research priority accounts and personas, map stakeholders, and identify relevant triggers such as litigation activity, patent filings, and portfolio changes.
• Track and follow up on inbound and marketing-qualified leads from HubSpot lead scoring, the website, webinars, content downloads, and events.
• Conduct 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 demonstrations for Sales.
• Create prospecting opportunities with clear context and hand them off to Sales for follow-up.
• Identify needs that align with Lumenci services, including litigation support, expert witness work, damages, and monetization, and route them to the appropriate team.
• Meet or exceed monthly and quarterly targets for qualified meetings and sourced pipeline.
• Partner with the Director of Marketing and SVP of Sales on targeted outreach campaigns, ABM programs, and pre-event and post-event outreach for priority accounts and buyer segments.
• Use marketing collateral, SDR content, and messaging in outreach; test and refine sequences and call scripts; and share effective approaches with Marketing and Sales.
• Support and, when needed, attend trade shows and industry events, including AIPLA, IPO, and LES, through pre-event outreach, meeting scheduling, booth coverage, and 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 accurate, current account, contact, activity, and campaign records in HubSpot.
• Track and report outreach activity, conversion rates, and sourced pipeline to support Marketing pipeline and ROI reporting.

Benefits

• Medical, dental, and vision insurance, with significant company contributions toward employee premiums.
• 401(k) program with an employer-matching contribution.
• Variable pay and commission tied to individual goals and company success; OTE up to $130,000 per year.
• Accrued paid time off, designated company holidays, and additional floating holidays.
• Wellness Leave.
• Paid leave for significant life events, including bereavement and parental bonding.
• Flexible, remote-first work environment.
• Merit-based promotion opportunities and support for professional growth and development, including resources and mentorship.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed