Mid-Market Sales Representative (Law Firms)
Anaqua · London, UK
Open 8 days
New Business + Account Growth: you win new customers and grow existing ones.
- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 9d ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 21h agoon Anaqua's careers page
The job
- What you'd do
- Sell software to small and mid-sized law firms across Europe, finding new customers and growing existing ones. You'll find many of your own leads through calls, emails and events.
- What you'd sell
Helps law firms and companies run their intellectual property work
When a law firm or company has to look after its intellectual property (IP), there is a lot of paperwork and a long list of dates to watch. The problem is, one missed date or lost file can put valuable rights at risk. Anaqua sells AQX, software that brings IP strategy, decisions, and daily work into one place, so the team can plan with the facts in front of them.
In plain English, from their own job posts. Something wrong? Tell me · More Legal & contracts companies →
- Who you'd sell to
- Law firms, IP professionals, attorneys and law firm leadership at medium-size companiesIn their words: “Building relationships with IP professionals, attorneys, and law firm leadership.”
- Where deals come from
- A mix. Some leads come to you, some you find yourself.
The Braun Read
Ask hard questionsToo much is left unsaid. Make them answer before you invest.
- Pay
- No pay listed at all.
- Transparency
- Shares 1 of 5. Mentions territory. Ask about quota, attainment, deal size and sales cycle.
- Time on market
- Open 8 days.
- Company hiring
- This is their only open sales role.
Red lights
- Pay. No pay listed at all.
Green lights
- German a plus, not required. German helps but isn't a must. English-only sellers can still apply.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What are the base and the OTE for this role?
Before You Apply
Find out where you fit, and where you don't, before you hit submit.
Why I built it this way ↓
Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.
Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.
It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.
Josh
More on this1 Is the job worth it?
Ask hard questions. Too much is left unsaid. Make them answer before you invest.
- No pay listed at all.
Might be worth asking about this before you spend an hour on a tailored résumé.
See the full Braun Read2 Where you fit
Upload once, see where you fit on any job.
Sign in and add your résumé. I'll show you where you line up, ask before I assume, and never add anything you didn't do.
Sign in →What people say about working at Anaqua ↓
Got an offer from Anaqua? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
Rather talk it through? Call or text me: 954-695-0844 (text)
Full posting
Anaqua is looking for a highly motivated Mid-Market Sales Representative to drive growth within our Law Firm client segment across EMEA. This is a quota-carrying, full-cycle sales role that offers an excellent opportunity for someone looking to build a long-term career in enterprise software sales, intellectual property, and legal technology.
The successful candidate will focus on developing and growing relationships with small and mid-sized law firms across Europe. The role combines prospecting, solution selling, product demonstrations, pipeline management, and deal execution while working closely with Sales Engineering, Marketing, and Business Development teams.
You'll Love This Job If You Like To:
- Managing a portfolio of named mid-market law firm accounts and developing account growth strategies.
- Building relationships with IP professionals, attorneys, and law firm leadership.
- Prospecting through phone, email, virtual meetings, conferences, and industry events.
- Working closely with Marketing and Sales Development teams to create and progress opportunities.
- Conducting discovery conversations and delivering product demonstrations.
- Building business cases that demonstrate the value of Anaqua's solutions.
- Preparing proposals and supporting responses to RFPs.
- Managing opportunities through the full sales cycle from qualification to close.
- Collaborating with Sales Engineering and Legal teams throughout the sales process.
- Maintaining accurate forecasts and pipeline activity within Salesforce.
- Owning a revenue target and contributing to the continued growth of Anaqua's law firm business.
- Learning about the Intellectual Property industry and developing expertise in the challenges faced by law firms.
What You'll Need To Be Successful:
- Bachelor's degree or equivalent professional experience.
- Approximately 3-6 years of experience in a full-cycle sales, business development, account management, or customer-facing commercial role.
- Experience selling software, SaaS, technology, legal technology, professional services, or other complex solutions is preferred.
- Demonstrated ability to develop client relationships and manage opportunities through a sales process.
- Strong communication, presentation, and interpersonal skills.
- Ability to quickly learn new technology and communicate value effectively.
- Strong organisational skills with the ability to manage multiple active opportunities.
- Experience using Salesforce or a similar CRM platform.
- Self-motivated, proactive, and comfortable working in a fast-paced environment.
- Strong problem-solving and consultative selling skills.
- Willingness to travel for client meetings, conferences, and industry events.
- Additional language skills, such as French/German is preferred
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.