Senior Executive - Business Development Representative

Lumenci; Gurugram District; On-site; INR 1,000,000 - 1,500,000; Full time

Job summary

Lumenci is seeking a Manager – Business Development to lead outbound pipeline generation across the US, APAC, and European markets. This role combines individual and team leadership, ideal for a senior BDR ready to step into a managerial position.

The ideal candidate will possess 2 to 3 years of B2B enterprise sales experience with strong skills in consultative selling, analytical mindset, and proficiency in sales tools like HubSpot and Salesforce.

Located in Gurugram, the position demands alignment with US business hours and offers opportunities for growth in the IP sector.

Qualifications

• 2 to 3 years of experience in B2B enterprise sales or business development.
• Prior exposure to the IP industry is preferred.
• Strong command of outbound sales tools and platforms.

Responsibilities

• Design and execute targeted outbound campaigns.
• Manage and mentor a small team of BDRs.
• Partner with the Growth team for seamless transitions.

Skills

B2B enterprise sales experience

Consultative selling ability

Strong analytical mindset

Proven track record in pipeline generation

Outbound sales tools proficiency

Education

Bachelor's degree in Business, Engineering, Law, or related field

MBA or equivalent postgraduate qualification

Tools

LinkedIn Sales Navigator

HubSpot

Salesforce

Job description

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 2 to 3 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

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 the 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.
• 2 to 3 years of total experience in B2B enterprise sales, business development, or sales enablement.
• 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).

Location

Gurugram