Wellspring Worldwide

• Research and build target account lists aligned to the Ideal Customer Profile (ICP) • Build, launch, and optimize outbound sequences using sales engagement platforms • Respond to inbound inquiries quickly and qualitatively • Convert prospect engagement into booked discovery calls

• Lead, mentor, and develop a team of Business Development Representatives (BDRs) to achieve pipeline and SQL targets • Drive accountability on daily/weekly activity execution (calls, emails, LinkedIn, sequencing) • Act as a player-coach, stepping into discovery, messaging, and deal qualification when needed • Own outbound pipeline generation across defined ICP accounts using a structured, multi-threaded approach • Guide BDRs in identifying key personas (champion, economic buyer, influencers) and executing targeted outreach • Partner with AEs on discovery calls and early-stage qualification • Ensure strong follow-up and conversion of inbound leads (events, webinars, trials, campaigns) • Own visibility into meeting-to-opportunity conversion and pipeline integrity • Audit meetings and opportunities to ensure they are properly qualified and advanced • Identify gaps in pipeline progression and drive corrective action • Lead initiatives to clean, segment, and optimize contact data (~700K contacts across systems) • Define and enforce rules for: Marketing vs. non-marketing contacts • Evaluate, select, and implement a replacement for outbound/contact sourcing tools (replacing Prospeo) • Help design and implement a modern, AI-enabled outbound and pipeline workflow, including: Outbound sourcing + validation layer • Translate manual processes currently in HubSpot into automated, scalable workflows

• Manage a team of technology transfer operations staff who perform managed services work under billable service contracts for our Sophia and Evolve clients. • Coordinate and provide leadership and training for new and existing staff on this team. • Project manage, track and delegate work to ensure that contracts are being fulfilled as per SOW and that Wellspring is maintaining the target margins and staff utilization levels. • Ensure team members are managing their service contracts and recording their time accurately using the company’s project management and time recording system. • Coordinate and lead the initial kick-off calls for OaaS subscribers to align the expectations on what will be done per the SOW. • Work with marketing and sales to support business development activities to secure new clients. Provide support to scope and price SOWs for new OaaS contracts. • Provide technology transfer sector knowledge and expertise to assist other members of the company.

• Act as the primary Wellspring contact for key stakeholders (C suite, innovation, R&D, IP, Tech Transfer), building executive-level rapport. • Achieve ambitious growth targets via upsell, cross-sell, and expansion across installed base. • Partner with CSM/Customer Success to ensure clients maximize software ROI; identify expansion signals. • Opportunistically explore adjacent divisions or use cases within existing accounts. • Lead account planning, discovery, solution presentations, business case development (ROI-focused), formal contract negotiations, and close deals end-to-end. • Maintain robust pipeline in Salesforce, provide disciplined forecasting, and use insight-driven territory reviews. • Work across Product, Marketing, Pre-sales, and Executive teams to align campaigns, messaging, and technical expertise. • Understand client business challenges/trends in higher education, corporate innovation, IP lifecycle management; articulate the Wellspring advantage. • Participate in user groups (e.g. AUTM), webinars, events, and peer forums to elevate customer positioning.

• Own and consistently achieve or exceed annual revenue targets • Drive net-new business and strategic upsell/cross-sell opportunities • Manage complex, multi-stakeholder sales cycles • Build and maintain a healthy pipeline aligned to revenue goals • Lead discovery, solution positioning, pricing, negotiation, and contract execution • Conduct deep discoveries to understand customer needs and objectives • Build long-term executive-level relationships • Partner with Marketing, Product, Legal, and Customer Success teams • Serve as a role model for best sales practices

• Design, develop, and maintain Salesforce OEM applications delivered via second-generation managed packages (2GP) • Build robust backend logic using Apex, including async patterns (Queueable, Batch, Future) • Develop modern, performant user interfaces using Lightning Web Components (LWC) • Ensure all development aligns with Salesforce ISV and OEM best practices • Design solutions with a deep understanding of Salesforce governor limits, multitenant architecture, and scale constraints • Proactively identify and mitigate limit risks • Optimize code, data models, and automation for high-volume and enterprise-scale usage • Leverage Salesforce configuration tools effectively • Use Git for source control • Write comprehensive unit and integration tests

• Lead the interactions with clients and work with internal staff in executing successful implementations of our technology transfer software. • Manage multiple projects at the same time and work with Salesforce systems. • Manage configurations, interpret client requests for workflows or configurations. • Assist in data migration, troubleshooting, and configuring to meet client needs. • Perform basic Salesforce configurations such as permission, fields, and data importing. • Manage data migration processes with internal teams. • Collaborate with clients and internal teams to gather requirements and translate them into solutions. • Troubleshoot software configuration and data reconciliation-related issues. • Track project management tasks, including timelines, deliverables, and stakeholder communication. • Provide training and documentation to clients on software functionality.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We are seeking a solution-focussed IP Administration manager, with a proven background in patent renewals, an eye for detail and customer-focussed, can-do philosophy. The job holder will work closely with high-performing, experienced formalities and IP team in the UK and other Wellspring colleagues in the US. Key Responsibilities by Function - Client Onboarding - Act as main contact for implementing Astria clients and delivering ongoing service. - Coordinate the receipt of new client IP data and meticulously check each key patent, design and IP data point for accuracy against respective patent and trademark offices (PTOs). - Work with the clients to cleanup IP data, as part of onboarding processes. - Configure the client setup and work with team to make clients’ Astria accounts live. - Service Delivery & System Support - Address day-to-day client service delivery queries about the Astria online portal and service and support escalated concerns. - Assist with the management IP renewals database for renewals clients and country rules. - Contribute to system and process improvements. - Engage actively in team goals and vision. - Data Review & Quality Assurance - Lead receipt and checking of client renewals data via Astria, Sophia or Evolve integration(s). - Monitor backend performance, ensuring robust country rules and data checks. - Report any improvements or fixes to management promptly. - Renewal Instructions & Payments - Work with the team to process client renewal instruction orders based on system and process guidelines. - Work with the team to review, prioritize and confirm payments direct to Patent & Trademark Offices (PTOs) or Channel Partner, according to SOPs. Qualifications - Practical experience of working on patent renewals directly either with a Service Provider or within an IP Attorney Firm. - Excellent verbal and written communication skills. - Advanced working knowledge of MS Excel. - Self-motivated with ability to prioritise tasks. - Good organisation and time management skills, detail orientation and ability to multi-task. - Willingness to learn. - Demonstrable initiative and capable of working independently with minimal supervision. Additional Skills & Experience - Academic background in intellectual property or demonstrable experience as a foreign patent paralegal, a key advantage. - Experience of cross-checking patent, design and trademark data through online patent and trade mark office (PTO) registers. - Advanced training in MS Excel. - Trademark renewals. - Plant Variety renewals.

• Assist new customers with onboarding, platform setup, and user training to ensure a smooth start. • Educate customers on product features, updates, and best practices to maximize value and adoption. • Track customer usage and engagement to identify risks, opportunities, and areas for improvement. • Serve as primary point of contact for assigned customers, responding promptly to inquiries and requests. • Monitor customer satisfaction, gather feedback, and proactively address concerns to support retention. • Maintain accurate records of customer interactions, account status, and feedback in CRM and success tools. • Work with Sales, Support, and Product teams to troubleshoot issues and escalate them when necessary. • Support renewal processes and help identify potential upsell or cross-sell opportunities. • Provide data and materials for customer success plans and participate in internal or customer-facing reviews as needed. • Promote customer awareness of new features, enhancements, and recommended workflows.