Account Executive, UK Patent Market

About Questel

Questel's mission is to facilitate the development of innovation in an efficient, safe, and sustainable way. We provide an integrated platform of software and services to meet all needs in terms of intellectual property and innovation management. With more than 20,000 customers in 30 countries, Questel has become a world leader whose IT expertise is recognized throughout the world and is reflected in all its offerings.

Our company, supported by first-class investment funds and based on strong values of entrepreneurship, respect, and honesty, pursues both a strategy of strong growth and a commitment to social and environmental responsibility.

If you're looking for a significant career move and a fresh challenge in the field of IP, your next adventure might await here.

The Role: Account Executive, UK Patent Market

As part of our EMEA Sales Team, reporting directly to the Regional Sales Director, and leveraging our expertise, you will be in charge of developing and retaining your customer portfolio in the UK. Using your knowledge and understanding of our clients' needs, the geographic market, and the IP industry at large, you will aim at building trust and credibility. Your actions will focus on:

• Prospecting and developing a new portfolio of clients (with support from an Inside Sales and Marketing department)
• Managing and growing your portfolio of existing accounts, driving up-selling and cross-selling opportunities
• Addressing targeted prospects by convincing them of the benefits of our solutions, demonstrating their strategic use and value (ROI)
• Monitoring the competitive landscape at your customers and in the market you develop
• Managing a complex sales process, which can extend up to 8 months depending on complexity
• Retaining customers through strong interpersonal skills, establishing yourself as a true partner within your large customer’s organization
• Attending events (conferences, exhibitions), and representing the company at trade shows

The Perfect Match

We are looking for a candidate with:

• Minimum 2 years of sales experience and account management, ideally selling Legal Services or SaaS platforms
• Native-like fluency in English; any other language would be a plus
• Proven top performer with a track record of selling and closing transactions over 100K service value
• Ability to interact with corporate and law firm clients, understand their IP needs, create tailored solutions, and grow revenue
• Exceptional analytical, organizational, written, and verbal communication skills
• Excellent listening, negotiation, and presentation skills
• Ability to work independently in a mostly remote, regionally distributed environment, with minimal supervision
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of an organization, including executive and C-level contacts
• Commitment to responsiveness and professionalism in managing client expectations and internal collaboration
• Training in “solution” or “customer-centric” selling
• Completely at ease to report, forecast, and plan activity using a CRM

What We Offer

• Full-time, permanent position
• Best of both worlds: dive into agility and growth in a dynamic setting, supported by structured onboarding and continuous learning for your success!
• Thrive in a flat hierarchy that champions courtesy, honesty, and courage.
• Competitive compensation package including a very attractive uncapped commission plan
• Work with a diverse range of prestigious international clients (Fortune 500, CAC40, etc.)
• International teams: offices in the USA, EMEA, and APAC
• Company, products, and services are highly recognized in its market worldwide

Location

This role offers a hybrid work arrangement in London or can be fully remote within the UK.

Driven by values of entrepreneurship, respect, and integrity, Questel is committed to growth and social responsibility. We foster an inclusive, equitable workplace where all feel respected and empowered, regardless of background. Questel is an Equal Opportunity Employer, considering all qualified applicants without discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability, or other protected factors.

Key skills/competency

• Sales Management
• Account Management
• Business Development
• Intellectual Property (IP)
• SaaS Sales
• Legal Services Sales
• CRM Software
• Negotiation Skills
• Client Relationship Management
• Solution Selling