Account Executive

Key Responsibilities

• Pipeline Generation & Prospecting
• 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.
• Sales Cycle Management
• 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.
• Relationship & Account Development
• 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.
• Market & Product Knowledge
• 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.

Qualifications

• 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.
• Prior experience selling into criminal justice, legal, or law enforcement environments specifically — prosecutor offices, public defender offices, courts, or corrections.
• Familiarity with government budget cycles, grant funding structures (e.g., federal or state justice grants), and public procurement requirements such as competitive bidding thresholds.
• Experience with case management, legal tech, or public safety software.
• Prior experience responding to or managing formal RFP/RFI processes as part of a deal.