Account Executive, Existing Accounts

Summary

Crisis Prevention Institute (CPI) is a provider of evidence-based de-escalation, crisis prevention training, and dementia care services. The Account Executive, Existing Accounts is responsible for driving expansion revenue within existing customers by identifying whitespace, developing customer relationships, and closing qualified growth opportunities. The role manages the full commercial sales process, pipeline, forecasts, and collaboration with Account Managers and cross-functional teams.

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

Skills

• 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

Qualifications

Must Haves

• 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

Nice to Haves

• Experience selling training, professional services, SaaS, or similar solutions into education, healthcare, human services, or related markets

Benefits

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