Account Executive

The Account Executive owns the full sales cycle for Karpel Solutions' case management software, from qualified opportunity to signed contract, selling into prosecutor offices, public defender offices, and courts. This role carries a closing quota and requires someone who can run discovery with office leadership, navigate government procurement — RFPs, budget cycles, IT and legal review — and build enough credibility with prospects to become their trusted point of contact through a multi-month sales process. Karpel is actively growing this team, and the Account Executive is expected to generate a meaningful share of their own pipeline through direct prospecting rather than relying solely on inbound or BDR-sourced leads.

Key Responsibilities

Pipeline Generation & Prospecting

• Proactively prospect into target accounts — prosecutor offices, public defender offices, and city attorney offices — through outbound calls, email, LinkedIn, conference networking, and referrals.

• Build and maintain a personal pipeline sufficient to hit quota independent of marketing or BDR-sourced leads, while also converting qualified opportunities handed off from BDRs.

• Research target agencies before outreach — current systems, budget cycle timing, recent RFPs, leadership changes — to make first contact relevant and specific.

• Track prospecting activity and pipeline stage discipline in Salesforce; keep forecasts current and accurate.

Sales Cycle Management

• Run discovery calls with prosecutors, public defenders, court administrators, and IT stakeholders to understand current workflows, pain points, and procurement requirements.

• Deliver tailored product demonstrations that connect Karpel's case management, document automation, and victim notification tools to the specific problems each agency is trying to solve.

• Manage multi-stakeholder deals through government procurement processes, including RFPs, RFIs, budget approval cycles, and legal or IT security review.

• Build and negotiate pricing proposals and contracts, coordinating with Sales Operations and leadership on terms outside standard guidelines.

• Own accurate forecasting for assigned pipeline, flagging risk and movement in weekly pipeline reviews with the VP of Sales.

Relationship & Account Development

• Develop and maintain relationships with agency decision-makers — elected prosecutors, chief public defenders, court administrators — as well as the IT and operations staff who influence the buying decision.

• Coordinate with Sales Operations on RFP responses, ensuring proposals reflect accurate scoping and pricing for each agency's needs.

• Partner with Customer Success on handoff after close, ensuring implementation teams have full context on commitments made during the sales process.

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

Market & Product Knowledge

• Maintain deep working knowledge of Karpel's full product suite and how it compares to legacy case management systems and competing vendors.

• Stay current on the procurement patterns, funding sources (state, county, grant-funded), and political considerations specific to public sector criminal justice buyers.

• Share competitive intelligence and win/loss insight with the VP of Sales and marketing to sharpen positioning and messaging.

Qualifications

Required

• 3+ years of sales experience in a quota-carrying Account Executive or similar role, with a track record of consistently meeting or exceeding quota.

• Experience selling software to government, public sector, or highly regulated organizations, with direct exposure to formal procurement processes, RFPs, and multi-stakeholder approval chains.

• Demonstrated ability to self-source pipeline through outbound prospecting rather than relying exclusively on inbound leads.

• Strong discovery and consultative selling skills — able to diagnose an agency's operational problems and connect them to specific product capabilities.

• Experience managing complex, multi-month sales cycles involving multiple decision-makers and influencers.

• Proficiency with a CRM (Salesforce preferred) and disciplined pipeline hygiene and forecasting habits.

• Ability to travel to client locations, St. Louis office and trade shows.

Preferred

• Experience selling into criminal justice, legal, or law enforcement environments specifically — prosecutor offices, public defender offices, courts, or corrections.

• Familiarity with government budget cycles, grant funding structures (e.g., federal or state justice grants), and public procurement requirements such as competitive bidding thresholds.

• Experience with case management, legal tech, or public safety software.

• Prior experience responding to or managing formal RFP/RFI processes as part of a deal.