Sales Manager

Position Overview:

The Sales Manager is responsible for driving sustainable growth within a defined territory by acquiring new clients. This quota-carrying, full-cycle sales role requires a self-motivated professional who excels at consultative selling, understands complex business environments, and can build strong relationships with prospective clients and internal stakeholders. The ideal candidate combines business acumen, value-based selling, and disciplined opportunity management to consistently exceed sales targets.

What You'll Do:

• Prospecting:
  Build and maintain a strong pipeline through targeted outreach, strategic account planning, and close collaboration with Sales Development and Marketing to generate qualified opportunities
• Value Justification:
  Develop compelling business cases by understanding law firm and IP operations challenges, demonstrating ROI, and aligning solutions to client needs.
• Opportunity Management:
  Lead consultative sales engagements, manage opportunities through the full sales cycle, maintain pipeline health, and forecast accurately in Salesforce.
• Customer-Centric Focus:
  Act as a trusted advisor by conducting thoughtful discovery, tailoring solutions to client priorities, and advocating for customer needs throughout the sales process.
• Closing Opportunities:
  Drive deals to successful close by navigating complex buying groups, addressing objections, managing contract negotiations, and consistently achieving quota.
• Internal Partnering:
  Collaborate effectively with Marketing, Sales Engineering, Legal, and other internal teams to maximize engagement, accelerate opportunities, and improve win rates.
• Process Management:
  Maintain accurate Salesforce records, follow established sales methodologies, leverage pipeline analytics, and use data to continuously improve performance and forecasting accuracy

What You'll Need to Be Successful:

• Bachelor's degree and 5+ years of full-cycle sales experience, preferably in SaaS, enterprise software, or technology solutions.
• Proven success by achieving or exceeding quota in a new business sales environment.
• Experience selling into professional services, technology, B2B software, or other complex business environments.
• Ability to develop ROI-driven business cases and articulate value to executive stakeholders.
• Experience managing complex, multi-stakeholder sales cycles from prospecting through close.
• Skilled at consultative selling, discovery, presentations, and negotiation.
• Demonstrated ability to proactively generate pipeline through multi-channel prospecting.
• Strong opportunity management, forecasting, and CRM discipline, preferably with Salesforce.
• Excellent verbal, written, and presentation skills with the ability to build trusted advisor relationships.
• Collaborative approach and ability to work effectively with cross-functional teams including Marketing, Sales Engineering, Customer Success, and Legal.
• This role requires the successful candidate to be based in and authorized to work in the United States.

Perks & Benefits:

• Hybrid or fully remote work model
• Medical, dental, vision, life, and pet insurance
• 401(k) with company match
• Casual and fun work environment
• 3 weeks of vacation
• 8 company holidays, plus 2 floating holidays

Anaqua, Inc. is a premium provider of integrated intellectual property (IP) management technology solutions and services. Anaqua’s AQX platform combines best practice workflows with big data analytics and tech-enabled services to create an intelligent environment designed to inform IP strategy, enable IP decision-making, and streamline IP operations. Today, nearly half of the top 100 U.S. patent filers and global brands, as well as a growing number of law firms worldwide use Anaqua’s solutions.

Over one million IP executives,…