Karpel Solutions

Consultant

• Lead product demonstrations for prospective clients, tailoring each demo to the workflows and priorities of prosecutor, public defender, court, and city attorney offices.
• Translate prospect requirements into a demo narrative that shows how Karpel's platform, including KAi, addresses their specific needs.
• Design and maintain demo environments and sample datasets that reflect realistic office scenarios.
• Respond to technical questions from prospects on functionality, integrations, security, and implementation.
• Assist with RFP, RFI, and RFQ responses, including technical and functional requirement sections.
• Maintain and update a library of RFP content covering product capabilities, security, and implementation approach.
• Coordinate with Sales Operations and product teams to keep RFP content accurate as the platform evolves.
• Review draft responses for completeness and alignment with what was demonstrated to the prospect.
• Partner with Account Executives during discovery calls to identify technical requirements and evaluation criteria.
• Support deal strategy by flagging technical risks, integration needs, or procurement requirements early in the sales cycle.
• Attend finalist presentations and technical evaluations alongside the sales team.
• Maintain deep working knowledge of Karpel's full product suite, including PbK, DbK and KAi.
• Stay current on criminal justice and civil workflows and procurement requirements across prosecutor, public defender, court, and city attorney offices.
• Relay recurring prospect feedback and feature requests to the product team.

Solution Consultant

Account Manager

• Serve as the primary point of contact for an assigned book of existing clients across prosecutor, public defender, court, and city attorney offices.
• Build and maintain relationships with day-to-day users and office leadership to understand how each client is using the system.
• Monitor account health and proactively address concerns before they threaten renewal or satisfaction.
• Cultivate a pipeline of clients willing to serve as references, case studies, or site visits for prospective customers.
• Track account status, renewal dates, and open issues in Salesforce.
• Identify opportunities within existing accounts for additional modules, seats, or features, including KAi.
• Flag qualified upsell opportunities to the Account Executive team and support the handoff with account context and relationship continuity.
• Position new product capabilities to existing clients in the context of how they already use Karpel's software.
• Partner with sales and marketing on planning and execution of the Karpel Annual User Group (KAUG) conference.
• Encourage client attendance and participation, and help recruit clients for speaking slots, panels, or testimonials.
• Gather client feedback and product requests surfaced at KAUG to relay to sales and product teams.
• Lead ongoing training sessions for existing clients, including onboarding refreshers, new feature rollouts, and best-practice workflows.
• Develop and maintain training materials, including guides for new features such as KAi.
• Coordinate with implementation and support teams to close knowledge gaps identified through support tickets or client feedback.

Business Development Rep

• Research and identify target accounts — primarily prosecutor offices, public defender offices, and courts
• Execute multi-channel outreach sequences (phone, email, LinkedIn) to cold and warm prospects
• Qualify prospects against defined criteria 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
• Develop working knowledge of Karpel's product suite and stay current on the competitive landscape

Business Development Representative

Account Executive

• Own the full sales cycle for Karpel Solutions' case management software, from qualified opportunity to signed contract.
• Generate a meaningful share of their own pipeline through direct prospecting rather than relying solely on inbound or BDR-sourced leads.