TestMu AI - Manager - Business Development

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 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 value proposition in the context of their strategic IP priorities.
• Adapt outreach strategy and tone to regional norms.

Experience:

• 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 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 :

• 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.