Small Business Account Executive (Remote)

Crisis Prevention Institute Inc; United States; Hybrid; USD 90,000 - 130,000; Full time

Job summary

Crisis Prevention Institute Inc. (CPI) is a global leader in evidence-based de-escalation and crisis prevention training.

The Small Business Account Executive drives revenue by converting qualified appointments and proactively identifying opportunities within assigned accounts and territories. The role owns the full sales process, balancing inbound demand with outbound selling, and delivering predictable forecasts.

Qualifications

• Bachelor’s degree or equivalent experience.
• 2+ years in B2B sales, inside sales, or similar revenue-generating roles.
• Demonstrated success achieving sales targets in a quota-carrying role.
• Experience conducting consultative discovery and managing opportunities through qualification, proposal, negotiation, and close.
• Proactively prospect and generate 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.

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

B2B sales

quota attainment

CRM proficiency

consultative discovery

communication

prospecting

Education

Bachelor’s degree or equivalent experience

Tools

CRM

Job description

Crisis Prevention Institute Inc. (CPI) is a global leader in evidence-based de-escalation and crisis prevention training.

The Small Business Account Executive drives revenue by converting qualified appointments and proactively identifying opportunities within assigned accounts and territories. The role owns the full sales process, balancing inbound demand with outbound selling, and delivering predictable forecasts.