Our Story:
Crisis Prevention Institute Inc. (CPI) is the worldwide leader in evidence-based de-escalation and crisis prevention training and dementia care services. Our programs teach professionals the skills to recognize, prevent, and respond to crises in the workplace. Since 1980, we’ve helped train more than 17 million people within service-oriented industries including education, health care, behavioral health, long-term care, human services, security, corporate, and retail.
At CPI, we are dedicated to changing behaviors and reducing conflict for the Care, Welfare, Safety, and Security of everyone. We believe the power of empathy, meaningful connections, personal safety, and security are the antidotes to fear and anxiety. It’s a philosophy that is central to everything we do, and traces back to our beginning.
As a member of the team, you can expect to:
- Make a difference through your work – You’ll be proud to tell your family and friends about what you do.
- Gain significant career experience only obtained within a fast-growing organization.
- Feel fulfilled and have fun – We work hard but make the time to build meaningful relationships and celebrate the wins.
The Account Executive – Existing Accounts is a quota‑carrying sales role responsible for driving expansion revenue within CPI’s existing customer base. This role identifies, develops, and closes new growth opportunities by uncovering whitespace across customer locations, departments, learner populations, and programs. The AE conducts consultative discovery to understand unmet needs, builds value‑aligned solutions, and advances qualified expansion opportunities through the full commercial sales process. In close partnership with Account Managers, the AE maintains disciplined pipeline and forecast management, builds multi‑level stakeholder relationships, and consistently generates sufficient qualified expansion pipeline to achieve revenue targets.
Essential Responsibilities- Own expansion revenue within an assigned portfolio or territory of existing CPI customers.
- Identify whitespace and growth opportunities across customer locations, departments, learner populations, programs, and use cases.
- Proactively prospect within existing accounts to uncover new stakeholders, departments, and locations where CPI can provide additional value.
- Conduct consultative discovery to understand customer priorities, operational challenges, training needs, decision criteria, and buying processes.
- Meet or exceed assigned expansion revenue and sales performance targets.
- Develop and present solutions that expand CPI adoption and address identified customer needs while demonstrating clear business value.
- Partner closely with Account Managers to translate customer insights into qualified expansion opportunities.
- Own the commercial sales process for expansion opportunities from qualification through proposal, negotiation, and close.
- Build relationships with economic buyers, decision makers, influencers, and additional stakeholders across customer organizations.
- Develop account growth plans and whitespace strategies for priority customers to systematically identify and pursue expansion potential.
- Generate sufficient qualified expansion pipeline to support revenue targets, maintaining accurate opportunity staging and reliable forecasts.
- Maintain complete and timely opportunity, activity, contact, and account information in CRM.
- Partner with Marketing, Account Management, and internal teams on targeted campaigns and plays designed to grow existing customers.
- Use customer, market, and performance data to prioritize accounts and focus selling activity on the highest‑value opportunities.
- Make financially responsible decisions aligned with organizational policies.
- Achievement of expansion revenue and quota targets.
- Qualified pipeline creation, coverage, and opportunity quality.
- Forecast accuracy and timeliness.
- Expansion opportunity conversion rates and sales velocity.
- CRM discipline, opportunity documentation, and account‑plan completion.
- Stakeholder engagement breadth and depth across assigned accounts.
- Collaboration effectiveness with Account Management and cross‑functional partners.
- Bachelor’s degree or equivalent experience.
- 3+ years in B2B sales, account expansion, solution selling, or similar revenue‑generating roles.
- Demonstrated success identifying, developing, and closing growth opportunities within existing customers.
- Experience with consultative discovery, opportunity qualification, proposal development, negotiation, and closing.
- CRM proficiency for managing pipeline, activity, and forecasts.
- Ability to build relationships with multiple stakeholders, including senior decision makers.
- Strong communication, presentation, organization, and commercial problem‑solving skills.
Experience selling training, professional services, SaaS, or similar solutions into education, healthcare, human services, or related markets.
Standard office or remote‑work environment. Some travel may be required based on business needs.
What We Offer:
- $100,000 OTE
- Comprehensive benefits package
- 401k
- PTO
- Health & Wellness Days
- Paid Volunteer Time Off
- Continuing education and training
- Hybrid / Remote work schedule
- Paid Parental Leave
Skills Required
- Bachelor's degree or equivalent experience
- 3+ years of experience in B2B sales, account expansion, solution selling, or similar revenue-generating roles
- Demonstrated success identifying, developing, and closing growth opportunities within existing customers
- Experience with consultative discovery, opportunity qualification, proposal development, negotiation, and closing
- CRM proficiency for managing pipeline, activity, and forecasts
- Ability to build relationships with multiple stakeholders, including senior decision makers
- Strong communication, presentation, organization, and commercial problem-solving skills
- Experience selling training, professional services, SaaS, or similar solutions into education, healthcare, human services, or related markets
What We Do
Since 1980, the Crisis Prevention Institute has helped millions of individuals begin a journey of positive, supportive, and empathic caring for people of all ages. • We believe in the power of empathy, compassion, and meaningful connections. • We consider personal safety and security the antidotes to fear and anxiety; and that listening leads to understanding. • We know when those who care for others feel prepared and confident in their abilities, they can make the world a better place. CPI’s crisis prevention training gives professionals the confidence to prevent and respond to workplace violence. With a focus on healthcare, education, human services, and dementia care, CPI sets the standard for best practices in evidence-based workplace violence prevention. Our training is designed to support the safety and well-being of both staff and those in their care. We teach the skills that help professionals de-escalate verbal and physical crises in the workplace, with an array of solutions that address the full spectrum of risk levels. Solutions Nonviolent Crisis Intervention® Training: Nonviolent Crisis Intervention Training focuses on verbal de-escalation and early intervention, giving staff an effective framework for decision making and problem solving, as well as teaching safe disengagements and physical interventions that can be implemented with the least use of force, providing the safest environment for all parties involved. Verbal Intervention™ Training: This program is ideal for organizations that have a hands-off policy, and for staff members who don’t experience higher risk situations requiring physical interventions, instilling the confidence and skills to verbally respond to disruptive behaviors, and prevent further escalation. To learn more about CPI and our full offering of industry-leading solutions, visit us today at crisisprevention.com.
