{"id":2099699,"url":"https://alion.io/job/karpel-solutions-main-site-business-development-representative","title":"Business Development Representative","company":{"id":3867512,"name":"Karpel Solutions (Main-site)","domain":"karpel.com","url":"https://alion.io/company/karpel","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Paylocity","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"junior","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"inferred_payroll_markers","remote_working_hours":null,"hiring_geo_confidence":"inferred","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":null,"experience_years_min":1,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"LinkedIn","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-07-21T16:06:49Z","employer_posted_date":"2026-10-08","last_verified_at":"2026-10-21T23:11:36Z","board_verified":true,"closed_at":null,"days_open":92,"trust":{"level":"stale","repost_count":0,"flags":["stale"],"days_open":91},"description":"Description\nBusiness Development Representative\nDepartment: Sales\nLocation: Remote\nEmployment: Full-Time\nReports To: VP of Sales\nPosition Summary\nThe 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.\nKey Responsibilities\nProspecting & Outbound Outreach\nResearch and identify target accounts - primarily prosecutor offices, public defender offices, and courts - through public records, conference attendee lists, government directories, and existing CRM data.\nExecute multi-channel outreach sequences (phone, email, LinkedIn) to cold and warm prospects, with messaging tailored to the operational realities of criminal justice agencies.\nQualify prospects against defined criteria - authority, budget cycle, current system, size of office - before passing to Account Executives.\nMaintain outreach cadence and follow-up discipline across 50+ active prospects at any given time.\nPipeline Development\nBook discovery calls for Account Executives, providing full context on each prospect's situation and pain points before the handoff.\nTrack all prospect activity, touchpoints, and status in CRM; keep records current and complete.\nWork with the VP of Sales to refine Ideal Customer Profile (ICP) criteria based on what converts versus what stalls.\nContribute to territory planning by surfacing patterns in outreach responses - which messages land, which segments are most receptive, which objections recur.\nMarket & Product Knowledge\nDevelop 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.\nStay current on the competitive landscape for criminal justice case management software; know how Karpel compares to legacy systems and competing vendors.\nLearn the procurement patterns of public sector buyers: budget cycles, RFP requirements, IT involvement, and approval chains specific to government agencies.\nCollaboration & Feedback\nPartner closely with Account Executives to align on outreach priorities, refine messaging, and debrief on why opportunities advance or stall.\nShare field intelligence with marketing on objections, terminology prospects use, and topics that generate engagement.\nParticipate in regular pipeline reviews and forecasting discussions with the VP of Sales.\nQualifications\nRequired\nDemonstrated ability to prospect into cold accounts, navigate gatekeepers, and secure meetings with decision-makers.\nStrong written communication skills - capable of crafting outreach that is specific, concise, and relevant to the recipient's context rather than generic.\nComfortable with high call volume and the repetitive, disciplined work of outbound prospecting.\nProficiency with a CRM (Salesforce preferred); organized and consistent in logging activity and managing pipeline data.\nAbility to learn a specialized product and communicate its value without relying on marketing scripts.\nBachelor’s Degree in Business, Marketing or similar.\nPreferred\n1-3 years of experience in an outbound sales or business development role, with a track record of consistently hitting activity and pipeline targets.\nExperience selling software to government, public sector, or nonprofit organizations - particularly where procurement involves long cycles, multiple stakeholders, and formal RFP processes.\nFamiliarity with criminal justice, legal, or law enforcement environments - either through prior work, study, or adjacent industry experience.\nExperience with sales engagement platforms (Outreach, Salesloft, or equivalent) and prospecting tools (ZoomInfo, LinkedIn Sales Navigator).\nPrior BDR-to-AE progression in a software company, with an interest in growing toward a closing role.\nWhy Karpel Solutions\nKarpel builds software used daily by prosecutors, public defenders, and courts to manage criminal cases - from filing and evidence tracking to victim notification and reporting. Our customers work in high-stakes environments where software failures have real consequences, and they rely on our team to understand their work and deliver tools that hold up under pressure. As a BDR at Karpel, you will develop a genuine understanding of how justice agencies operate and what it takes to sell software in a sector where trust and domain knowledge matter as much as features.\nFully remote work environment with a results-focused culture.\nClear path to Account Executive for high performers, with structured development and mentorship from the VP of Sales.\nCompetitive base salary plus commission, with earning potential tied directly to pipeline output.\nWork alongside a team that knows the criminal justice software market and can accelerate your ramp.\nRequirements\nRequired\nDemonstrated ability to prospect into cold accounts, navigate gatekeepers, and secure meetings with decision-makers.\nStrong written communication skills - capable of crafting outreach that is specific, concise, and relevant to the recipient's context rather than generic.\nComfortable with high call volume and the repetitive, disciplined work of outbound prospecting.\nProficiency with a CRM (Salesforce preferred); organized and consistent in logging activity and managing pipeline data.\nAbility to learn a specialized product and communicate its value without relying on marketing scripts.\nBachelor’s Degree in Business, Marketing or similar.\nPreferred\n1-3 years of experience in an outbound sales or business development role, with a track record of consistently hitting activity and pipeline targets.\nExperience selling software to government, public sector, or nonprofit organizations - particularly where procurement involves long cycles, multiple stakeholders, and formal RFP processes.\nFamiliarity with criminal justice, legal, or law enforcement environments - either through prior work, study, or adjacent industry experience.\nExperience with sales engagement platforms (Outreach, Salesloft, or equivalent) and prospecting tools (ZoomInfo, LinkedIn Sales Navigator).\nPrior BDR-to-AE progression in a software company, with an interest in growing toward a closing role.","description_format":"text","description_chars":6678,"description_truncated":false,"requirements":{"experience_years_min":1,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Cybersecurity","Law Enforcement","Information Security"],"lifecycle":[{"event":"open","at":"2026-10-08T17:56:26Z"}],"visa":[],"liveness":{"score":6,"band":"cold","label":"Long shot","p_open":1,"p_active":0.224,"p_room":0.28,"age_days":91,"expected_fill_days":24,"reasons":["conf:6","win:tail","crowd:junior"],"computed_at":"2026-10-21T05:46:15Z"},"pay":null,"html_url":"https://alion.io/job/karpel-solutions-main-site-business-development-representative","json_url":"https://alion.io/job/karpel-solutions-main-site-business-development-representative.json","meta":{"generated_at":"2026-10-22T02:59:58Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":2612,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-23T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":3867512},"rest":"https://alion.io/mcp/rest/get_company?id=3867512"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fkarpel-solutions-main-site-business-development-representative"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fkarpel-solutions-main-site-business-development-representative"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fkarpel-solutions-main-site-business-development-representative"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/karpel-solutions-main-site-business-development-representative\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fkarpel-solutions-main-site-business-development-representative"}]}