Small Business Account Executive

Summary

Crisis Prevention Institute is a provider of evidence-based de-escalation, crisis prevention training, and dementia care services. The Small Business Account Executive drives revenue within the Small Business segment by converting qualified appointments, prospecting for new opportunities, managing the full sales cycle, and maintaining accurate pipeline and forecast management.

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

Skills

• 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

Qualifications

Must Haves

• 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

Nice to Haves

• 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

Benefits

• $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