Key Account Manager - Intellectual Property Services

Note: The ideal candidate will be located on the West Coast. However, for the right candidate, we are flexible and can accommodate a fully remote working arrangement in the U.S.

Your main focus will be growing our client base in the U.S. law firm market — identifying new business opportunities and managing the full sales cycle of PCT and EP Validation Filing and Translation products. You will act as a strategic partner, finding ways to enhance their IP workflows and improve efficiency through our AI-driven solutions.

Principal Duties & Responsibilities:

• Manage the entire sales cycle from prospecting to closing deals, confidently demonstrating the value of our products;
  
• Build and maintain strong, long-term relationships with key law firms with open and regular communication.
  
• Track and report on the sales pipeline, forecasts, and maintain strategic account mapping;
  
• Work closely with internal teams, including marketing, product development, and customer success to help build and maintain our brand recognition, while ensuring seamless onboarding and ongoing support for clients;
  
• Monitor product adoption, usage, and engagement metrics to identify risks and opportunities.
  
• Stay informed about industry trends, competitor activities, and AI advancements in the legal sector and be able to align sales strategy accordingly.
  
• Actively contribute to organizational learning by providing and tracking prospect/client’s feedback.
  
• Work on special projects and other duties as assigned by management.
  

Qualifications & Skills:

Education and Experience: Bachelor’s degree or equivalent work experience preferred, with ideally 3 years’ experience in a business-to-business (B2B) account management environment, preferably in Translation or IP Translation/Filing. In addition, any combination of education, professional experience, and training provides the following knowledge, skills, and abilities:

• Proven experience in hunting and closing new business, ideally within law firms and/or the IP industry.
  
• Excellent communication, presentation, and negotiation skills; experience in managing high-value contracts and long sales cycles is a plus;
  
• Self-motivated, goal-oriented, and comfortable working independently;
  
• Knowledge or keen interest in AI technologies and their applications in the legal or IP fields;
  
• Willingness to travel as needed to meet with prospect and clients, and attend industry events;
  
• Ability to understand complex law firms needs and be able to professionally address their concerns;
  
• Bachelor’s degree or equivalent experience in business, law, technology, or related fields is preferred; and
  
• Fluent in English.

Physical/Sensory/Mental Demands:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to individuals with disabilities to perform the essential functions.

• Consistently standing and/or sitting with the ability to meet with other team members
  
• Consistently operating a computer and other office productivity machinery
  
• Remembering names and details
  
• Maintain confidentiality of all information that is or will be confidential and proprietary to Questel or Questel’s clients
  

Additional Requirements: Verification of identity and criminal records check

Disclaimer: please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

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.