Sr. Sales Development Representative - Lumenci

Lumenci is hiring a remote Senior Sales Development Representative (SDR) to build a pipeline for iLumOS, our AI patent intelligence platform, and our IP services. You'll prospect and book opportunities with IP law firms and in-house IP teams, and help shape our outbound playbook. It's a strong fit for experienced SDRs and BDRs from legal tech or IP services.

About Lumenci

Founded in 2018, Lumenci is a full-lifecycle intellectual property platform specializing in patent litigation, expert witness testimony, and patent monetization for leading corporations and global law firms across the software, telecommunications, semiconductor, and emerging technology sectors.

A key part of our model is the integration of deep technical expertise with litigation strategy. Our teams support high-stakes disputes by developing technical narratives, performing rigorous analysis, including reverse engineering and source-code review, and partnering with world-class expert witnesses whose testimony shapes case outcomes in courts and arbitration forums worldwide. Alongside our services business, our iLumOS platform delivers expert-guided AI for patent intelligence, moving clients from portfolio analysis to action in minutes rather than months.

Today we work with more than 200 clients worldwide. We have analyzed over 100,000 patents, tested more than 1,200 products, and supported clients in raising over $200M in IP financing, with more than $3.5B tied to verdicts, settlements, and cost savings. That work is delivered by 150 consultants and more than 100 technical experts with exceptional academic backgrounds.

Three Lumenci leaders are named in the IAM Strategy 300: The World's Leading IP Strategists 2026, and Lumenci ranks #14 in Vault's 2026 Top Consulting Asia-Pacific rankings. Headquartered in Austin, Texas, we deliver end-to-end support spanning technical analysis, expert strategy, valuation, and monetization execution. We are backed by VSS Capital Partners and Century Equity Partners, and we are growing quickly.

The Opportunity

Lumenci is reshaping how it goes to market. As iLumOS grows, we need a seasoned sales development professional to open conversations with the law firms and corporate IP teams who can benefit most from it. You will be the first voice many prospects hear from Lumenci, and you will turn marketing programs into qualified meetings for our sales team.

This is a hands-on, senior individual contributor role. Reporting to the SVP of Sales, you will lead outbound and inbound prospecting for iLumOS and identify opportunities for Lumenci's IP services along the way. You will turn Marketing's campaigns, content, and events into conversations, work closely with the sales team on qualified opportunities, help shape our outbound playbook, and bring what you hear from the market back to Marketing and Product.

What You'll Do

Prospecting and Outreach

• 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

Qualification and Pipeline

• 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

Campaigns and Market Feedback

• 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

Systems and Data

• 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

What You Bring

Required

• 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

• Ability to travel up to 25% for trade shows and industry events. Event work may involve standing for extended periods and setting up booth materials. Reasonable accommodations are available.

Preferred

• 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

What Success Looks Like

First 30 days: Learn iLumOS, Lumenci's services, and our ideal customer profiles. Agree with the Director of Marketing and the SVP of Sales on qualification criteria and handoff steps. Build target account lists and begin outreach.

First 60 days: Run consistent outreach across priority segments. Book qualified meetings and demos for Sales. Follow up on inbound leads and event contacts within agreed timeframes.

First 90 days: Consistently exceed agreed targets for qualified meetings and pipeline. Share a summary of messaging, objections, and segment results with Marketing and Sales. Document the first version of Lumenci's outbound playbook.

Why You Will Love Working for Lumenci

• Be Part of a Global Team: Joining Lumenci means joining a diverse and globally distributed team. You'll collaborate with talented individuals from different backgrounds and cultures, bringing unique perspectives to every project.

• Growth and Development Opportunities: At Lumenci, we believe in recognizing and rewarding merit. We offer opportunities for merit-based promotions, allowing you to advance your career based on your performance, contributions, and dedication. We are committed to supporting your professional growth and development, providing the resources and mentorship needed to excel in your role and take on new challenges.

Benefits & Total Rewards

• Comprehensive Health & Well-being: We offer robust medical, dental, and vision insurance options that include significant company contributions toward employee premiums to support the health of our "Luminaries" and their families.

• Retirement Strategy: Lumenci provides a 401(k) program with a competitive employer-matching contribution, enabling employees to build long-term financial security.

• Performance-Based Incentives: Our total cash compensation includes a variable pay component designed to reward both individual goals and overall company success.

• Time Off & Leaves: We prioritize work-life harmony through a balanced leave policy that includes accrued Paid Time Off (PTO), designated company holidays, and additional "floating" holidays for personal or cultural significance.

• Holistic Wellness Support: Beyond standard medical care, we provide dedicated Wellness Leave to address both physical health and emotional well-being, as well as paid leave for significant life events like bereavement and parental bonding.

• Culture of Autonomy & Growth: Employees benefit from a flexible, remote-first work environment that favors autonomy and provides structured support for ongoing professional development and career advancement.

Compensation and Pay Transparency

The good-faith base salary range Lumenci reasonably expects to pay for this position upon hire is $75,000 - $90,000 per year. This range applies to candidates in all US locations. Actual base salary within this range will depend on job-related factors, including relevant experience, depth of IP industry expertise, skills, and internal equity.

In addition to base salary, this role is eligible for commission tied to qualified meetings and sourced pipeline, with on-target earnings (OTE) of up to $130,000 per year. This role is also eligible for Lumenci's benefits program, including medical, dental, and vision coverage, a 401(k) plan, and paid time off.

Application Window: Applications will be accepted through December 15, 2026.

How to Apply: Submit your application through the Lumenci careers page at lumenci.com/careers.

Salary History: In compliance with applicable laws, Lumenci does not request, require, or rely on an applicant's salary history when determining starting pay or at any point in the hiring process.

Work Authorization: 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.

Equal Opportunity Employer: Lumenci is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, national origin, age, disability, genetic information, protected veteran status, or any other characteristic protected by applicable law.

Fair Chance Hiring: Lumenci will consider qualified applicants with arrest or conviction records in a manner consistent with applicable federal, state, and local laws, including the California Fair Chance Act and the Los Angeles County and City of Los Angeles fair chance ordinances.

Accommodation: If you require a reasonable accommodation to complete this application or participate in the interview process, please contact [email protected].

Employment Relationship: Nothing in this job description creates or is intended to create a contract of employment for any specific period of time. Employment with Lumenci, if offered, is on an at-will basis and may be terminated by either the employee or Lumenci at any time, with or without cause and with or without notice, subject to applicable law.