Business Development Representative

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

📋 Description

• Conduct research to identify target accounts, focusing mainly on prosecutor offices, public defender offices, and courts.

• Implement outreach strategies across multiple channels (phone, email, LinkedIn) directed at both cold and warm prospects.

• Assess prospects against established criteria prior to handing them off to Account Executives.

• Maintain a consistent outreach schedule and follow-up discipline for over 50 active prospects at any given moment.

• Schedule discovery calls for Account Executives, ensuring to provide complete context regarding each prospect's circumstances and challenges before the transition.

• Monitor all prospect activities, interactions, and statuses in the CRM; ensure records are up-to-date and comprehensive.

• Collaborate with the VP of Sales to enhance Ideal Customer Profile (ICP) criteria based on successful conversions versus stalled engagements.

• Aid in territory planning by identifying trends in outreach responses.

• Acquire a solid understanding of Karpel's product offerings and keep abreast of the competitive market landscape.

⛳️ Requirements

• Proven capability to prospect into cold accounts, navigate gatekeepers, and arrange meetings with key decision-makers.

• Excellent written communication skills — able to create outreach that is tailored, succinct, and relevant to the recipient's specific context instead of being generic.

• Comfortable handling a high volume of calls and the disciplined, repetitive nature of outbound prospecting.

• Proficient with CRM systems (preferably Salesforce); organized and methodical in logging activities and managing pipeline data.

• Ability to grasp a specialized product and effectively communicate its value without relying on marketing scripts.

• Bachelor’s Degree in Business, Marketing, or a related field.

• 1-3 years of experience in an outbound sales or business development capacity, with a history of consistently achieving activity and pipeline goals.

• Experience selling software to government, public sector, or nonprofit organizations, particularly in scenarios involving lengthy procurement cycles, multiple stakeholders, and formal RFP processes.

• Familiarity with criminal justice, legal, or law enforcement settings, whether through previous employment, education, or related industry experience.

• Experience with sales engagement platforms (like Outreach, Salesloft, or similar) and prospecting tools (such as ZoomInfo, LinkedIn Sales Navigator).

• Previous progression from BDR to AE in a software company, with a desire to advance into a closing role.

🏝️ Benefits

• Fully remote work environment.

• Clear advancement path to Account Executive for top performers.

• Structured development and mentorship provided by the VP of Sales.

• Competitive base salary plus commission, with earning potential directly linked to pipeline output.