Note: The job is a remote job and is open to candidates in USA. Karpel Solutions is a company that builds software for prosecutors, public defenders, and courts to manage criminal cases. They are seeking a Business Development Representative (BDR) who will be responsible for building the pipeline by identifying and converting prospects into qualified opportunities for the sales team.
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
- 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
Skills
- 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 with a results-focused culture.
- Clear path to Account Executive for high performers, with structured development and mentorship from the VP of Sales.
- Competitive base salary plus commission, with earning potential tied directly to pipeline output.
- Work alongside a team that knows the criminal justice software market and can accelerate your ramp.
Company Overview