Business Development Representative

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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

• 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