Account Executive

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Karpel Solutions

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51 - 200 employees

Karpel Solutions is a business & government solutions provider that focuses on its clients’ strategic goals through the application of current and cost effective technology.

📋 Description

• Own the full sales cycle for Karpel Solutions' case management software, from qualified opportunity to signed contract. • Generate a meaningful share of their own pipeline through direct prospecting rather than relying solely on inbound or BDR-sourced leads.

🎯 Requirements

• 3+ years of sales experience in a quota-carrying Account Executive or similar role, with a track record of consistently meeting or exceeding quota. • Experience selling software to government, public sector, or highly regulated organizations, with direct exposure to formal procurement processes, RFPs, and multi-stakeholder approval chains. • Demonstrated ability to self-source pipeline through outbound prospecting rather than relying exclusively on inbound leads. • Strong discovery and consultative selling skills — able to diagnose an agency's operational problems and connect them to specific product capabilities. • Experience managing complex, multi-month sales cycles involving multiple decision-makers and influencers. • Proficiency with a CRM (Salesforce preferred) and disciplined pipeline hygiene and forecasting habits. • Ability to travel to client locations, St. Louis office and trade shows.

🏖️ Benefits

• Proactively prospect into target accounts — prosecutor offices, public defender offices, and city attorney offices — through outbound calls, email, LinkedIn, conference networking, and referrals. • Build and maintain a personal pipeline sufficient to hit quota independent of marketing or BDR-sourced leads, while also converting qualified opportunities handed off from BDRs. • Research target agencies before outreach — current systems, budget cycle timing, recent RFPs, leadership changes — to make first contact relevant and specific. • Track prospecting activity and pipeline stage discipline in Salesforce; keep forecasts current and accurate. • Run discovery calls with prosecutors, public defenders, court administrators, and IT stakeholders to understand current workflows, pain points, and procurement requirements. • Deliver tailored product demonstrations that connect Karpel's case management, document automation, and victim notification tools to the specific problems each agency is trying to solve. • Manage multi-stakeholder deals through government procurement processes, including RFPs, RFIs, budget approval cycles, and legal or IT security review. • Build and negotiate pricing proposals and contracts, coordinating with Sales Operations and leadership on terms outside standard guidelines. • Own accurate forecasting for assigned pipeline, flagging risk and movement in weekly pipeline reviews with the VP of Sales. • Develop and maintain relationships with agency decision-makers — elected prosecutors, chief public defenders, court administrators — as well as the IT and operations staff who influence the buying decision. • Coordinate with Sales Operations on RFP responses, ensuring proposals reflect accurate scoping and pricing for each agency's needs. • Partner with Customer Success on handoff after close, ensuring implementation teams have full context on commitments made during the sales process. • Represent Karpel at industry conferences and association events (e.g., NDAA, NLADA, state prosecutor and public defender associations) to build pipeline and market presence. • Maintain deep working knowledge of Karpel's full product suite and how it compares to legacy case management systems and competing vendors. • Stay current on the procurement patterns, funding sources (state, county, grant-funded), and political considerations specific to public sector criminal justice buyers. • Share competitive intelligence and win/loss insight with the VP of Sales and marketing to sharpen positioning and messaging.