Sales Development Manager - Data Licensing

Job Title: Sales Development Manager, Data Licensing

Location: New York or London (Hybrid Working Model)

About Springer Nature

Springer Nature is one of the leading publishers of research in the world. We publish the largest number of journals and books and are a pioneer in open research. Through our leading brands, trusted for more than 180 years, we provide technology-enabled products, platforms and services that help researchers to uncover new ideas and share their discoveries, health professionals to stay at the forefront of medical science, and educators to advance learning. We are proud to be part of progress, working together with the communities we serve to share knowledge and bring greater understanding to the world. For more information, please visit about.springernature.com and follow @SpringerNature

At Springer Nature, we recognise that great talent develops through many different paths. We encourage applications from individuals with strong transferable skills, provided they are supported by relevant experience that shows how those skills have been successfully applied in practice. Our hiring approach balances skills, experience, and potential to ensure each role is fulfilled with both short-term effectiveness and long term growth in mind.  

About the Role

Springer Nature is seeking an ambitious and commercially minded Sales Development Manager, Data Licensing to help scale our emerging data licensing business. This role combines elements of business development, sales strategy, and market intelligence to support the growth of AI-focused products and licensing programs, including internal Generative AI rights, Text & Data Mining (TDM), and ARC3 R&D solutions. Key markets include biotech, pharmaceutical, and engineering.

Working closely with sales reps, marketing, product teams, and Corporate Sales stakeholders, you will help identify new opportunities, generate qualified pipeline, play a role in defining AI-enabled prospecting approaches, and create scalable workflows that improve how we engage with customers exploring AI-driven research and innovation.

This is an ideal opportunity for someone with experience in modern B2B prospecting who is excited by the intersection of AI, scientific research, data licensing, and commercial strategy.

This role is based in our New York or London office, on a hybrid working model. The location strategy supports the team structure and aligns with business needs.

Responsibilities:

AI Pipeline Development & Opportunity Creation

Drive top-of-funnel growth for Springer Nature's AI licensing initiatives across Internal GenAI, TDM, and ARC3.

• Build and execute inbound and outbound prospecting motions targeting organizations pursuing AI-enabled R&D initiatives, demonstrating a customer-focused, action-oriented approach to opportunity creation.
• Field inbound leads; conduct discovery conversations; identify and define AI use cases, licensing needs, and buying priorities, applying consultative selling techniques, strong product and service knowledge, and leveraging market intelligence platforms and AI-assisted research tools.
• Pass viable leads to sales reps to support pipeline generation, opportunity development, and account prioritization, helping accelerate sales velocity and drive results.
• Support conference prospecting, event follow-up, and strategic outreach campaigns while proactively building networks across target industries and customer segments.
• Maintain accurate CRM records on lead follow-up and outreach to support reporting, forecasting, and commercial visibility.
• Develop and test new approaches for scaling AI-focused business development activity across Europe and North America, demonstrating resilience and adaptability in a rapidly evolving market.

Market Intelligence & Customer Insights

Help Springer Nature stay ahead of evolving AI adoption trends across industry and research-focused organizations.

• Gather and synthesize customer feedback from prospect and customer interactions, ensuring the voice of the customer informs commercial priorities and supports a customer-focused approach to growth.
• Monitor AI market developments, competitor offerings, licensing trends, and emerging use cases to generate actionable market intelligence and identify new opportunities.
• Identify patterns in customer demand that may influence product strategy, positioning, commercial models, and overall go-to-market effectiveness.
• Produce occasional insight reports for sales leadership, product management, and other stakeholders, using effective storytelling to communicate trends, opportunities, and recommendations.
• Support the development of Ideal Customer Profiles (ICPs), target account lists, and market segmentation strategies informed by customer insights and market analysis.

AI Go-to-Market & Prospecting Innovation

Serve as an internal champion for AI-enabled commercial processes and experimentation.

• Partner with Marketing to influence AI-focused campaigns and nurture programs that clearly communicate customer value and support commercial growth objectives.
• Pilot new AI-driven prospecting tools, workflows, and automation techniques; help choose the right tools for the job by applying strong product and service knowledge and commercial judgment.
• Support development of prospecting frameworks, outreach sequences, qualification frameworks, and reporting templates that enable scalable, consultative customer engagement.
• Contribute to cross-functional initiatives that improve customer discovery, lead management, and pipeline visibility, leveraging strong negotiation skills, financial acumen, and stakeholder collaboration to achieve successful outcomes.

Experience, Skills & Qualifications:

Essential

• Experience in sales development, business development, growth marketing, AI/data solutions, SaaS, licensing, or a related commercial role, with a track record of generating pipeline and identifying new business opportunities.
• Ability to conduct consultative discovery conversations, understand customer needs, and communicate the value of data, AI, or research-focused solutions.
• Understanding of modern prospecting approaches, account-based engagement, and customer qualification methodologies.
• Strong analytical and problem-solving skills, with the ability to leverage customer insights and market intelligence to inform commercial activity.
• Excellent written and verbal communication skills, with the ability to communicate complex concepts clearly to a range of stakeholders.
• Experience collaborating effectively across sales, marketing, product, and other cross-functional teams.
• Strong organizational skills, attention to detail, and experience managing activities through CRM and related sales tools.
• A proactive, resilient, and adaptable approach, with the ability to thrive in a fast-paced and evolving environment.
• ​AI literacy: a basic knowledge of commonly used enterprise AI tools and concepts, and generally how AI is being applied across research and/or business workflows to optimize business outcomes.

Desirable

• Experience using AI-powered tools for prospecting, research, lead qualification, or sales productivity.
• Experience conducting basic-level market research/feedback, competitive analysis, customer segmentation.
• Familiarity with data licensing, text and data mining (TDM), research data solutions, or related commercial models.
• Exposure to scientific, healthcare, pharmaceutical, biotech, research, publishing, or knowledge-based industries.

Springer Nature US provides a comprehensive and competitive benefits package which includes the benefit offerings listed below:

• Medical, Dental and Vision
• 401(k) with company match and contribution
• Hybrid office working policy, Summer Hours, and paid time off
• Flexible Spending and Commuter programs
• Multiple Life insurance options
• Disability coverage
• Tuition Assistance
• Voluntary benefits: Identity Theft Protection, Pet Insurance, and Legal Assistance Insurance
• Employee Assistance Program
• Family-friendly benefits and a variety of employee discounts
• An array of Employee Social Networks 

US Annualized Base Salary Range: $80,000 - $90,000. This role is eligible for an annual sales bonus plan. The salary offer may vary based on work experience, education, skill level, and equity. The US salary range does not align with the salary ranges in other countries when converted to the currency of that country.

Springer Nature is an Equal Opportunity Employer that complies with the laws and regulations set forth in the following https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf poster.

At Springer Nature, our mission is to be part of progress – and that begins with inclusion: of people, perspectives, and ideas. We believe that diverse perspectives drive progress, and we are committed to creating an environment where people and ideas can flourish. If you have any access needs related to disability, neurodivergence or a chronic condition, please contact us so we can make all necessary accommodation. Find out more about our DEI work here: https://group.springernature.com/gp/group/taking-responsibility/diversity-equity-inclusion  

For more information about career opportunities in Springer Nature please visit https://springernature.wd3.myworkdayjobs.com/SpringerNatureCareers/

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