Small Business Sales Executive

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 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 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.

Position Summary

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.

• 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.

Performance Metrics

• 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.

Qualifications

• 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.

Preferred Qualifications

• 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.