Business Development Representative

🕒 July 10

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Karpel Solutions

WebsiteLinkedInAll Job Openings

51 - 200 employees

🤝 B2B

B2B

Karpel Solutions is a business and government solutions provider that focuses on its clients’ strategic goals through the application of current and cost-effective technology. Founded in 1985, Karpel provides custom software development, managed services, network infrastructure, web development, business continuity planning, backup, and hosting to meet specific business needs. The company oversees process efficiencies and strategic initiatives across various sectors, and has served over 100 companies in the Greater Saint Louis Metro Area, ranging in size from $10 million to over $10 billion.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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