Job Overview
We are seeking a high-impact, results-driven Manager – Business Development (BDR) to lead and scale our outbound pipeline generation efforts across the US, APAC, and European markets. The ideal candidate brings 5–8 years of B2B enterprise sales experience, preferably within the intellectual property (IP), legal tech, or technology consulting space, with a demonstrated ability to engage and convert IP leaders at Fortune 500 companies and top-tier law firms. This is a high-ownership role that combines individual pipeline contribution with early-stage team leadership, making it ideal for a senior BDR or team lead ready to step into a managerial track.
Responsibilities And Duties
Pipeline Generation & Outbound Strategy
- Design and execute targeted outbound campaigns across email, LinkedIn, and calls, with a focus on IP decision-makers in the US, APAC, and European markets.
- Develop account-level research and personalized messaging that resonates with IP monetization, licensing, litigation support, and patent strategy pain points.
- Own the top-of-funnel pipeline metrics: outreach volume, connect rate, qualified meetings set, and pipeline value contribution.
- Identify, prioritize, and sequence target accounts in coordination with the Growth (Account Management) and Solutions teams
Team Leadership & Process Ownership
- Manage, mentor, and performance-manage a small team of BDRs; establish and track KPIs, run weekly pipeline reviews, and provide coaching on outreach quality and objection handling.
- Build and maintain outreach playbooks, cadence templates, and persona-specific messaging guides for IP-focused verticals.
- Drive adoption of CRM (HubSpot/Salesforce) hygiene standards and ensure accurate tracking of all prospect activity, lead stages, and handoff notes.
- Collaborate with People Ops and Sales leadership on BDR hiring, onboarding, and capability building
Cross-functional Collaboration
- Partner closely with the Growth team to ensure seamless qualification-to-handoff transitions; co-own conversion rates from BDR-qualified leads to closed deals.
- Work with Marketing and Partnerships to align outbound efforts with inbound campaigns, events, and account-based marketing (ABM) initiatives.
- Provide market intelligence from prospect conversations - deal blockers, competitive signals, market gaps to inform product and GTM strategy.
- Represent Lumenci at industry events, IP conferences, and webinars to build brand credibility and develop pipeline.
Market Focus & Client Engagement
- Maintain deep familiarity with IP industry landscape- patent monetization, licensing ecosystems, litigation trends, FRAND, and NPE/patent assertion environments.
- Engage confidently with senior IP stakeholders and articulate Lumenci's value proposition in the context of their strategic IP priorities.
- Adapt outreach strategy and tone to regional norms
Experience
- Bachelor's degree in Business, Engineering, Law, Science, or a related field; MBA or equivalent postgraduate qualification preferred.
- 5–8 years of total experience in B2B enterprise sales, business development, or sales enablement, with at least 2–3 years in an outbound-focused role.
- Prior exposure to the IP industry (patent monetization, licensing, IP advisory, legal tech, or patent analytics) is strongly preferred.
- Proven track record of exceeding outbound pipeline targets in B2B enterprise environments; prior experience selling to IP, legal, or R&D leaders is a strong differentiator.
- Strong command of outbound sales tools and platforms: LinkedIn Sales Navigator, Apollo, Outreach, HubSpot, Salesforce, or equivalents.
- Consultative selling ability: capable of mapping Lumenci's IP advisory services to client-specific challenges and creating urgency around ROI.
- Strong analytical mindset: uses pipeline data and conversion metrics to refine outreach strategy and prioritize effort.
- High ownership orientation with entrepreneurial drive; comfortable with ambiguity and building processes in a scaling environment.
- Willingness to work in alignment with US business hours and manage asynchronous communication across multiple time zones (US, APAC, EMEA).
An ideal candidate would share our way of working
Solve for the Customer: Lumenci is a customer-first company, with the focus to create a long-term relationship with our clients. Customers here include internal employees and candidates who are part of the recruitment process.
Quality, Ownership and Accountability: We are passionate about results and take full ownership of our work. We are performance-oriented and have a drive for excellence.
Collaboration: We encourage collaboration over competition, work in small teams, and believe that teams do better than individuals.
Growth Mindset: We are adaptable to changing requirements and needs of a dynamic high growth company. We encourage each other to take diverse initiatives and develop new competencies.
About Lumenci
Lumenci is the technology industry's most strategic patent monetization partner. We work with the world's top technology companies, law firms, inventors, and start-ups to find value in their inventions and help them pursue—and defend—that value throughout the ideation to monetization lifecycle. We help clients convert innovation into patent portfolios and identify their best monetization opportunities. We work with a wide variety of technologies, including hardware and software, telecom, networking, and biotech technologies. Lumenci combines technology domain expertise with strategic industry connections to guide the best route to ROI. From ideation to monetization -- we illuminate the way.
Location: Gurugram
Skills: prospecting,pipeline generation,legal technology,outbound sales,enterprise sales,consultative selling,b2b sales,salesforce,account management,hubspot crm,intellectual property,linkedin sales navigator
