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. 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, attorneys, paralegals, administrators, and innovators in large and medium-sized companies use the platform for their IP management needs. The company’s global operations are headquartered in Boston, with offices across the U.S., Europe, and Asia. For additional information, please visit anaqua.com, or on LinkedIn.   Anaqua is an Equal Opportunity/Affirmative Action Employer for Veterans and the Disabled, and all qualified applicants are considered for employment without regard to veteran status, race, color, religion, sex, national origin, age, physical or mental disability, pregnancy, childbirth or related medical conditions, marital status, personal appearance, political affiliation, sexual orientation, gender identification, family responsibilities, genetic information, spouses of protected veterans, or any other characteristic or status protected by applicable law.   If you require a reasonable accommodation to complete the application process due to a disability, please contact Lindsay Fegan, HR Director at [email protected]. We will work with you to identify and provide appropriate accommodations that do not impose an undue hardship on the company.   As a federal contractor, Anaqua also maintains affirmative action programs to implement our equal employment opportunity policy for individuals with disabilities and protected veterans. Employees or applicants who wish to review the full narrative portion of Anaqua's affirmative action program for individuals with disabilities and/or protected veterans may schedule an appointment to do so by contacting HR Director, Lindsay Fegan during normal business hours.   It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.   Additional Links: Know your Rights Poster Employee Rights The total rewards package for this role is expected to include an annual salary between $85,000–$105,000, determined based on factors such as relevant experience, skills, and qualifications. Additional compensation may include a comprehensive benefits package.