Business Development Representative

The Business Development Representative (BDR) is responsible for building Karpel Solutions' pipeline from the ground up — researching and identifying prosecutors, public defenders, and court administrators who manage criminal justice workflows without modern case management software, then converting those contacts into qualified opportunities for the Account Executive team. This is a prospecting-heavy role requiring persistence, curiosity about how justice agencies operate, and the ability to communicate the value of Karpel's products to buyers who are often managing complex, politically sensitive environments.

The Business Development Representative (BDR) is responsible for building Karpel Solutions' pipeline from the ground up — researching and identifying prosecutors, public defenders, and court administrators who manage criminal justice workflows without modern case management software, then converting those contacts into qualified opportunities for the Account Executive team. This is a prospecting-heavy role requiring persistence, curiosity about how justice agencies operate, and the ability to communicate the value of Karpel's products to buyers who are often managing complex, politically sensitive environments.

• 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, Linked In) 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.

• 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 — which messages land, which segments are most receptive, which objections recur.

• 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.

• 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.

• 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 (Zoom Info, Linked In Sales Navigator).
• Prior BDR-to-AE progression in a software company, with an interest in growing toward a closing role.