Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the complete sales cycle for Karpel Solutions' case management software, from identifying qualified opportunities to securing signed contracts.

• Proactively create a significant portion of your own sales pipeline through direct prospecting instead of depending solely on inbound or BDR-sourced leads.

⛳️ Requirements

• Minimum of 3 years of sales experience in a quota-carrying Account Executive role or a comparable position, with a proven history of consistently meeting or surpassing sales quotas.

• Experience in selling software solutions to government entities, public sector organizations, or highly regulated markets, with direct involvement in formal procurement processes, RFPs, and multi-level approval chains.

• Proven capability to independently source pipeline through outbound prospecting rather than relying primarily on inbound leads.

• Strong skills in discovery and consultative selling — capable of diagnosing operational challenges faced by agencies and linking them to specific product features.

• Experience in managing intricate, multi-month sales processes that involve various decision-makers and influencers.

• Proficiency in using a CRM (Salesforce preferred) alongside a disciplined approach to pipeline management and accurate forecasting.

• Willingness to travel to client sites, the St. Louis office, and trade shows.

🏝️ Benefits

• Actively prospect target accounts including prosecutor offices, public defender offices, and city attorney offices through outbound calls, emails, LinkedIn networking, conferences, and referrals.

• Establish and maintain a personal sales pipeline to achieve quotas independently of marketing or BDR-generated leads, while also converting qualified opportunities passed on by BDRs.

• Conduct thorough research on target agencies prior to outreach — analyzing current systems, budget cycles, recent RFPs, and leadership changes — to ensure first contact is relevant and tailored.

• Monitor prospecting activity and maintain discipline in pipeline stages using Salesforce; ensure forecasts are accurate and up-to-date.

• Conduct discovery calls with prosecutors, public defenders, court administrators, and IT stakeholders to gain insight into current workflows, challenges, and procurement needs.

• Provide customized product demonstrations that align Karpel's case management, document automation, and victim notification solutions with the specific issues each agency aims to address.

• Navigate multi-stakeholder deals through governmental procurement procedures, including RFPs, RFIs, budget approvals, and legal or IT security assessments.

• Create and negotiate pricing proposals and contracts, collaborating with Sales Operations and leadership on terms that deviate from standard guidelines.

• Take responsibility for accurate forecasting of assigned pipeline, highlighting risks and developments during weekly pipeline reviews with the VP of Sales.

• Cultivate and maintain relationships with key agency decision-makers — elected prosecutors, chief public defenders, and court administrators — as well as the IT and operations personnel influencing purchasing decisions.

• Collaborate with Sales Operations on RFP submissions, ensuring proposals reflect precise scoping and pricing tailored to each agency's requirements.

• Work closely with Customer Success for a seamless handoff post-close, ensuring implementation teams have complete context on commitments made throughout the sales journey.

• Represent Karpel at industry conferences and association gatherings (e.g., NDAA, NLADA, state prosecutor and public defender associations) to enhance pipeline and market visibility.

• Maintain an in-depth understanding of Karpel's entire product suite and its competitive standing against legacy case management systems and other vendors.

• Stay informed about procurement trends, funding sources (state, county, grant-funded), and political factors relevant to public sector criminal justice purchasers.

• Share insights on competitive intelligence and win/loss experiences with the VP of Sales and marketing to refine messaging and positioning.