Important! This is a position that requires you to be physically in Copenhagen, Denmark. We do not offer remote work yet. It also requires you are exceptionally fluent in English

The Main Title

Out-of-the-ordinary sales position in a resilient, fast-growing scaleup, situated in the heart of Copenhagen. In this position, you will be responsible for booking meetings with the most innovative CEOs or R&D chiefs who are changing our world, in 6 different markets, removing a huge pain for them in a righteous way while working closely with our 4 Account Executives jointly with 40 years of sales experience.

This is a Senior BDR role with the potential to grow into an Account Executive after 1-2 years. Starting salary of 25k DKK with commission potential of 30k DKK extra per month and advancing further in the sales team.

This is your chance to be part of the nucleus sales team in a company that is changing the way companies trust and understand their most valuable assets, their patents. 

The Situation

PatentRenewal.com is making a difference in how innovative companies worldwide are working with Intellectual Property (IP, patents) and, more specifically, patent renewals. A patent is valid for 20 years. In these 20 years, the patent has to be renewed yearly in every country it has been granted in.

This is where we come in. Today, many companies lack insight into the renewal process and are paying 3-10 times more than they need to in addition to getting less than sufficient tools. That is 50-80% savings, ANNUALLY, that we create if you turn it around. Sounds good, right?

Our job is to educate the market that there is a smarter alternative to handle their renewals and get handsome savings that can be utilized in other important areas.

Easy-peasy right? Well, no. This is where you, as a focused sales professional, come in.

Ask yourself:

• How do I convince patent owners that their trusted IP partners/attorneys should focus on the legal work and let us do the renewals, a specialised global financial service?

• What triggers a CEO compared to a Head of R&D in terms of patent renewals?

• What pains do IP budget owners (ICPs) have, that we can alleviate?

These questions would be fairly easy to answer if we were selling IT or marketing services in a red, stagnated space with educated customers. In our market, however, the answers are often incredibly diverse, as there are no industry standards established. Don't worry though, we continuously collect and spare, improving our Outbound Sales Handbook.

This means that we need someone who can navigate on all levels when it comes to creating traction with our ICPs.

The Job

The job is a sales job. You will be calling Sales Qualified Leads (cold calling) prepared by our lead qualification team. We believe that our lead quality is quite good.

Canvas is a big part of our game and we are invested in it.

The basic breakdown of sales tasks -

• Identify decision-makers and process

• Present the case for the prospect and create an understanding of and interest in our model and platform

• Do a free cost analysis of their portfolios and showcase savings or schedule a discovery call.

• Handoff to Account Executive

Booking qualified meetings are where your focus will be. Understand the product, understand the market, understand the ICP and act accordingly. Reach your meeting booked target and the world will be your oyster.

We are a scale-up and all our colleagues are part of the journey to consolidate an already fantastic company.

As a Senior BDR, you will be the right hand of our CCO and Co-founder (Who are with you in the field carrying out sales and building up the pipeline). You work as a team and you share many tasks and responsibilities outside of the sales process. We have just finished the implementation of activity logging so that you have tools to improve over time and our tech stack is getting smarter every day.

Everything from sales material to communication with operations/onboarding and defining new ways of working will be within your (shared) area of responsibility. You will be heard and your opinion will be needed to advance our performance. And in time, you will be evaluated on leadership abilities as we plan to promote from within whenever possible.

The Resources

We have partnered up with a shareholder and commercial scaleup expert, who previously have grown 5 companies from 10 people companies to +50 people companies.

With him and our co-founders, the primary focus will be to get you ramped up to success. You will get thorough training in product and market knowledge and as a sales professional, you will bring your own techniques, strategies and skills into play. You will have:

• A lead-qualifying team supporting you with sales-qualified leads and mail outreach so as to focus on the pitch, dialogue and getting to the meeting. If anything is wrong with the lead, mark it and push it back.

• A CEO/CTO that is super focused on creating the best software to support our performance

• A team of colleagues in operations and onboarding with wild skills within their respective fields and a shared mindset to achieve KPIs.

• Hubspot CRM with established workflows

• A lead qualification team and Marketing team focusing hardcore on improving your lead quality.

• 4 super-motivated AE colleagues that are just dying to work with you

  
  

The Profile Needed

• Stamina and grid.

• Tenacity in times of difficulty.

• High performance and the drive towards progression.

• A desire to master SaaS outbound sales as a career path.

• Exceptional written and spoken English skills.

• You need to be keen on canvas. Previous experience with sales is crucial, no matter what the product. If you have a canvas mindset, the product is fairly irrelevant. The most important thing is your will to reach and convert the prospect.

• An inquisitive mindset. Our product and market are very diverse and you will be expected to ask when in doubt, as well as seek information on your own to share with the rest of the team.

• A performance focus and the will to achieve your goals in a difficult market. You are first and foremost a Senior BDR and will be measured as such.

• Qualities like empathy, humour, integrity and the ability to structure your own day are essential.

Oh, and did we mention that you need to be well-articulated in English?

The Starting Package

We can offer a high commission and a fairly low fixed pay as most scale-ups. For the right profile, a target salary of 35-40.000 + DKK is not unrealistic once onboarded after a few months. This is proven by other Senior BDRs' performance history in the company.

At the end of the ramp-up (6 months), there will be an uncapped provision based on meeting booked quota.

Fixed pay will be 25.000 DKK monthly.

Phone bill and phone & computer remuneration.

Amazing office locations at Pilestræde 28a.

Beyond your salary, we invest heavily into continuous education making you improve and sharpen the craft of Senior BDR.

CCO Note: I wish I was offered this job when I was younger in my sales career!