Head of Business Development, Europe

• 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

• 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

• 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