Head of Business Development, Europe

🔥 0 minutes ago

🌐 Germany, United Kingdom – Remote

🇩🇪 Germany – Remote 🇬🇧 United Kingdom – Remote

⏰ Full Time

🔴 Lead

💰 Business Development (BDR)

👻 Ghost score 12%

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Lumenci

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2018

🤖 Artificial Intelligence

⚖️ Legal

☁️ SaaS

💰 Private equity on 2025-01

Artificial Intelligence • Legal • SaaS

Lumenci is an IP-focused company that provides an expert-powered AI platform (iLumOS) and related services for patent intelligence, monetization, and litigation support. Their offerings include IP monetization campaigns, prior art search, expert witness services, claim charts, reverse engineering, source code review, and trade secret support for clients such as IP law firms, enterprises, and deep tech startups. Lumenci positions its platform and expert network to turn patent portfolios into revenue centers and to support litigation, licensing and innovation teams.

📋 Description

• Establish and scale Lumenci's commercial presence across the European market for expert IP services and iLumos.ai, its expert-guided AI platform for patent intelligence and monetisation • Define and execute the European go-to-market plan, beginning with DACH and expanding into the UK, Nordics, and broader EU markets • Define ideal customer profiles, target account lists, and early-adopter segments • Contribute to product positioning, messaging, and commercialisation strategy • Gather market intelligence, customer discovery insights, and competitive observations to inform roadmap and go-to-market decisions • Advise leadership on entity, partner, and hiring decisions as Europe scales • Own the full enterprise sales cycle, including territory and account planning, outbound prospecting, discovery, solution shaping, negotiation, and closing • Build executive relationships with corporate IP departments, law firms, litigation funders, and relevant leaders • Build regional pipeline through outbound prospecting, referral networks, and industry events • Structure complex, multi-year engagements across litigation support, portfolio and licensing programmes, technical analysis, and AI-enabled platform services • Lead iLumos demonstrations, workflow walkthroughs, and value-based conversations • Structure pilot and proof-of-concept engagements with objectives, success criteria, stakeholders, and timelines • Convert pilots and early engagements into subscription, usage-based, or long-term commercial relationships • Support onboarding, enablement, and value realisation for initial European accounts • Establish CRM discipline, forecasting cadence, and pipeline reporting • Build repeatable market-entry, prospecting, and deal-structuring playbooks • Collaborate with product, engineering, consulting, sales, and executive teams across US, European, and Indian operations

🎯 Requirements

• Extensive experience — typically 12 years or more — in enterprise business development or complex solution sales • Sustained record of new-logo acquisition and target overachievement against seven-figure annual revenue goals • Direct experience selling into intellectual property, legal, or professional services buyers • Demonstrated success building a market, territory, or region from a standing start • Proven ability to sell consultative, high-consideration engagements with long sales cycles and multiple stakeholders, including procurement and legal • Experience running discovery conversations, guiding product demonstrations or capability presentations, and translating customer needs into solution workflows and quantified business value • Established European network across the IP, licensing, or legal services community • Strong CRM discipline and forecasting rigour • Business-fluent English, plus business-fluent German or another major European business language aligned to your territory • Legally authorised to work in your country of residence within Europe • Willing to travel extensively across the region • Preferred: experience at an IP intelligence, legal technology, expert services, patent analytics, or IP managed services provider • Preferred: technical fluency in semiconductors, telecommunications and standards, AI/ML and cloud, software, consumer electronics, or medical devices • Preferred: experience selling AI-enabled or platform-based products alongside expert human delivery • Preferred: experience helping launch or commercialise a new product, business line, or geographic market • Preferred: familiarity with patent monetisation, licensing programmes, or litigation funding economics • Preferred: active participation in the European IP community • Preferred: comfort operating in a founder-led, high-growth, distributed environment

🏖️ Benefits

• Uncapped performance-related variable compensation • Accelerators above target • Guaranteed variable component during the ramp period • Remote working • Dedicated travel and industry-event budget • 30 days of annual leave, plus public holidays and local benefits appropriate to the country of employment

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