Small Business Account Executive

Crisis Prevention Institute Inc. (CPI) is the worldwide leader in evidence-based de-escalation and crisis prevention training. The Small Business Account Executive drives rapid, full-cycle sales for small businesses and is responsible for responding to leads, executing sales campaigns, and ensuring consistent revenue growth.

Responsibilities

• Respond to qualified inbound leads with urgency, executing a multi‑touch approach within the first hour (call, email, and calendar link) to maximize conversion
• Drive the entire sales process—from prospecting to contract execution—to achieve and exceed CPI’s sales and revenue targets
• Serve as the principal representative of CPI for actual or potential customers. Strategically identify, engage, and convert new opportunities through targeted account‑based approaches
• Deliver compelling, solution‑oriented presentations that address customer needs and showcase CPI’s unique value proposition
• Build and manage a robust pipeline of qualified prospects, leveraging CRM and sales tools for accurate activity tracking and forecasting
• Partner with cross‑functional teams, including marketing, product management, and customer care, to ensure seamless customer experiences and successful solution implementations
• Provide actionable insights to leadership on industry trends, competitive activity, and client feedback to support strategic planning
• Report on sales performance, customer engagements, and pipeline progress to leadership
• Stay ahead of industry trends, competitive offerings, and regulatory requirements to position CPI competitively
• Serve as a team expert in a specialty area, delivering resources or professional development to peers and offering guidance and support
• Perform other position‑related duties as assigned

Skills

• Bachelor's degree in business, marketing, or related field
• One year or more of work experience in business development, full-cycle sales, or sales development
• Experience with inbound response and targeted prospecting
• Knowledge of sales pipeline math and adjusts activities to hit sales targets
• Demonstrated expertise in contract negotiation
• Proficiency with Microsoft Office suite, CRM platforms, sequencing/engagement tools (SalesLoft), and virtual meeting platforms
• High level of customer focus, with internal and external customers
• Strong discovery, objection-handling, and closing skills
• Intellectually curious with excellent problem-solving skills
• Ability to work independently and be a member of a multi-function team
• Strong attention to detail and accountability for results
• Proven ability to multitask, prioritize, and organize in a dynamic work environment
• Excellent verbal and written communication, negotiation, and presentation skills
• High resilience and the ability to handle frequent rejection with a positive attitude
• Experience working with K-12, youth services, behavioral health, or training programs
• Familiarity within the public sector or non-profit buying (funding sources, co-ops/associations)
• Experience selling Train-the-Trainer or cohort-based offerings
• Experience using BANT, MEDDIC, SPICED, or Challenger sales methodologies

Benefits

• Comprehensive benefits package
• 401k
• PTO
• Health & Wellness Days
• Paid Volunteer Time Off
• Continuing education and training
• Hybrid or remote work schedule
• Paid Parental Leave

Company Overview