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 Small Business Account Executive is a quota‑carrying sales role responsible for driving revenue within CPI’s Small Business segment. This role converts qualified BDR‑generated appointments into sales while proactively identifying, developing, and closing additional opportunities within assigned accounts and territories. The AE owns the full commercial sales process from discovery through close, balancing inbound demand with proactive outbound selling to uncover new stakeholders, needs, and whitespace. Using consultative selling, the AE recommends appropriate CPI solutions, advances opportunities efficiently through the buying process, and maintains disciplined pipeline and forecast management to achieve revenue targets.
Essential Responsibilities- Own sales and revenue performance within an assigned Small Business territory, account portfolio, or customer segment.
- Meet or exceed assigned revenue and sales performance targets.
- Conduct consultative discovery with BDR‑generated appointments and other prospects to understand priorities, challenges, training needs, decision criteria, and buying processes.
- Convert qualified appointments and customer interest into sales by identifying needs, establishing value, recommending CPI solutions, and advancing clear next steps.
- Proactively prospect within assigned accounts and territories to generate additional qualified sales opportunities beyond BDR‑generated demand.
- Own the commercial sales process from discovery and qualification through proposal, negotiation, and close.
- Build relationships with decision makers and key stakeholders necessary to advance and close opportunities.
- Generate and maintain sufficient qualified pipeline to support revenue targets through both inbound and proactive selling activity.
- Maintain a healthy, accurately staged pipeline and provide reliable forecasts based on clear qualification criteria and documented customer next steps.
- Manage a high volume of opportunities and customer interactions with appropriate urgency, prioritization, and follow‑up throughout the sales process.
- Use customer, market, and performance data to prioritize selling activity and focus effort on the highest‑value opportunities.
- Collaborate effectively with Business Development Representatives and cross‑functional partners while maintaining clear ownership of sales outcomes.
- Make financially responsible decisions aligned with organizational policies.
- Achievement of revenue and quota targets.
- Qualified pipeline creation, coverage, and opportunity quality.
- Forecast accuracy and timeliness.
- Conversion rates from qualified appointments to closed‑won sales.
- CRM discipline, opportunity documentation, and sales‑process execution.
- Stakeholder engagement breadth and depth across assigned accounts.
- Collaboration effectiveness with BDRs and cross‑functional partners.
- Bachelor’s degree or equivalent experience.
- 2+ years in B2B sales, inside sales, solution selling, or similar revenue‑generating roles.
- Demonstrated success achieving sales or revenue targets in a quota‑carrying role.
- Experience conducting consultative discovery and managing opportunities through qualification, proposal, negotiation, and close.
- Demonstrated ability to proactively prospect and generate sales opportunities beyond inbound demand.
- Experience managing a high volume of customer conversations and sales opportunities with strong follow‑up and organization.
- CRM proficiency for managing pipeline, activity, customer information, and forecasts.
- Strong communication, organization, and commercial problem‑solving skills.
- Experience selling in a high‑velocity B2B sales environment or within an SDR/BDR‑to‑AE sales model.
- 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:
- $80,000 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
- 2+ years of experience in B2B sales, inside sales, solution selling, or similar revenue-generating roles
- Demonstrated success achieving sales or revenue targets in a quota-carrying role
- Experience conducting consultative discovery and managing opportunities through qualification, proposal, negotiation, and close
- Demonstrated ability to proactively prospect and generate sales opportunities beyond inbound demand
- Experience managing a high volume of customer conversations and sales opportunities with strong follow-up and organization
- CRM proficiency for managing pipeline, activity, customer information, and forecasts
- Strong communication, organization, and commercial problem-solving skills
- Experience selling in a high-velocity B2B sales environment or within an SDR/BDR-to-AE sales model
- 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.
