[Hiring] Vice President of Sales @IP Copilot

Role Description

IP Copilot is building the AI platform to manage all of a company's innovation. Our platform automates innovation harvesting, patent landscaping, claim charting, disclosure capture, and competitive monitoring—freeing attorneys, licensing managers, and R&D leaders to focus on strategy rather than spreadsheets. Customers already include top financial service providers, multiple top law firms, defense contractors, and we're onboarding top universities. We’ve achieved early traction with 10+ paid logos and are now scaling from founder-led selling to a repeatable go-to-market motion.

We’ve closed strategic deals through direct founder relationships. The next chapter requires a leader who can own all revenue lines—new ARR, expansion, and renewals—while designing the GTM engine that moves us from seed to Series B.

• Own the number: Set and deliver quarterly and annual revenue targets; build bottoms-up forecasts tied to pipeline stages and leading indicators.
• Architect GTM: Design ICP segmentation, territory models, compensation plans, and full-funnel KPIs spanning SDR → AE → CS.
• Recruit & coach: Hire the first wave of SDRs, AEs, and account managers; implement deal reviews, and ongoing win-loss analysis.
• Refine messaging: Partner with Product & Marketing to sharpen value props for mid-market enterprises, venture-backed tech companies, IP boutiques, and university TTOs.
• Land lighthouse deals: Personally run strategic deals ($100k–$250k ACV) in the first 6–12 months while ramping the team.
• Expand accounts: Launch a CS/QBR framework that drives ≥120% net revenue retention.
• Establish data hygiene: Stand up dashboards that surface conversion rates, deal velocity, and channel attribution.
• Inform product: Relay market feedback to shape roadmap priorities (e.g., integrations, analytics, licensing models).
• Represent IP Copilot externally: Speak at IP conferences, contribute thought-leadership content, and leverage network to open doors.

Qualifications

• 8–12 yrs SaaS revenue leadership, including building a mid-market/new-logo motion from <$5 M to $20 M + ARR.
• Experience selling complex (multi-stakeholder) B2B software; bonus for legal-tech, data, or AI platforms.
• Background in intellectual property sales or registered attorney with the patent bar.
• Proven playbook for hiring and mentoring teams.
• Fluency in modern RevOps tooling - HubSpot/Salesforce/Attio, Gong, Chili Piper, ZoomInfo, etc.
• Track record negotiating six-figure ACVs and multi-year agreements with legal or R&D buyers.
• Comfort operating in ambiguity—able to alternate between board-level strategy and writing prospecting sequences.
• Executive presence and storytelling chops; you’ll often be the first impression for IP Copilot.

Requirements

• Drive ARR: You’ve driven the company to an annualized new-ARR run rate of roughly $4M, sourced from a balanced mix of mid-market enterprises, IP-focused law firms, and research universities.
• Customers expand, not churn: Net revenue retention sits at ≥120%, fueled by module upsells and seat growth across existing accounts.
• Deals close faster: The median sales cycle is averaging 90 days from first call to signed contract, supported by clear stage-exit criteria and disciplined deal reviews.
• Forecasts are reliable: Your quarterly revenue forecasts land within ±10% accuracy, thanks to robust pipeline management and data hygiene.
• Team is built and producing: A high-performing GTM pod - RevOps, SDRs, AEs, and CSMs - is hired, fully ramped, and consistently hitting or beating quota.

Compensation

• Base: $120k – $200k
• Variable: 100% of base (OTE $240k – $400k)
• Equity: 1% – 2.5% option grant (standard 4-year vest)

Benefits

• 💻 Full Remote
• 🏥 Excellent healthcare, fully cover premiums for you and dependents.
• 🚀 Competitive salary with performance-based bonuses
• 🏝 Unlimited vacation
• 💡 Shaping the sales culture in a high-growth startup
• 🌱 Equity options for growth and ownership