Business Development Representative

Key Responsibilities

• Research and identify target accounts — primarily prosecutor offices, public defender offices, and courts — through public records, conference attendee lists, government directories, and existing CRM data.
• Execute multi-channel outreach sequences (phone, email, LinkedIn) to cold and warm prospects, with messaging tailored to the operational realities of criminal justice agencies.
• Qualify prospects against defined criteria — authority, budget cycle, current system, size of office — before passing to Account Executives.
• Maintain outreach cadence and follow-up discipline across 50+ active prospects at any given time.
• Pipeline Development: 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.
• Contribute to territory planning by surfacing patterns in outreach responses — which messages land, which segments are most receptive, which objections recur.
• Market & Product Knowledge: Develop working knowledge of Karpel's product suite — including case management, document automation, and victim notification tools — well enough to speak credibly about them in initial outreach and discovery conversations.
• Stay current on the competitive landscape for criminal justice case management software; know how Karpel compares to legacy systems and competing vendors.
• Learn the procurement patterns of public sector buyers: budget cycles, RFP requirements, IT involvement, and approval chains specific to government agencies.
• Collaboration & Feedback: Partner closely with Account Executives to align on outreach priorities, refine messaging, and debrief on why opportunities advance or stall.
• Share field intelligence with marketing on objections, terminology prospects use, and topics that generate engagement.
• Participate in regular pipeline reviews and forecasting discussions with the VP of Sales.

Qualifications

• 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.
• Preferred 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.