Research and identify target accounts — primarily prosecutor offices, public defender offices, and courts
Execute multi-channel outreach sequences (phone, email, LinkedIn) to cold and warm prospects
Qualify prospects against defined criteria before passing to Account Executives
Maintain outreach cadence and follow-up discipline across 50+ active prospects at any given time
Book discovery calls for Account Executives, providing full context on each prospect's situation and pain points before the handoff
Track all prospect activity, touchpoints, and status in CRM; keep records current and complete
Work with the VP of Sales to refine Ideal Customer Profile (ICP) criteria based on what converts versus what stalls
Contribute to territory planning by surfacing patterns in outreach responses
Develop working knowledge of Karpel's product suite and stay current on the competitive landscape

Demonstrated ability to prospect into cold accounts, navigate gatekeepers, and secure meetings with decision-makers
Strong written communication skills — capable of crafting outreach that is specific, concise, and relevant to the recipient's context rather than generic
Comfortable with high call volume and the repetitive, disciplined work of outbound prospecting
Proficiency with a CRM (Salesforce preferred); organized and consistent in logging activity and managing pipeline data
Ability to learn a specialized product and communicate its value without relying on marketing scripts
Bachelor’s Degree in Business, Marketing or similar
1-3 years of experience in an outbound sales or business development role, with a track record of consistently hitting activity and pipeline targets
Experience selling software to government, public sector, or nonprofit organizations — particularly where procurement involves long cycles, multiple stakeholders, and formal RFP processes
Familiarity with criminal justice, legal, or law enforcement environments — either through prior work, study, or adjacent industry experience
Experience with sales engagement platforms (Outreach, Salesloft, or equivalent) and prospecting tools (ZoomInfo, LinkedIn Sales Navigator)
Prior BDR-to-AE progression in a software company, with an interest in growing toward a closing role

Fully remote work environment
Clear path to Account Executive for high performers
Structured development and mentorship from the VP of Sales
Competitive base salary plus commission, with earning potential tied directly to pipeline output

Business Development Representative

Key skills