Account Executive, Existing Accounts

Our Story:
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 the 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 Account Executive – Existing Accounts is a quota‑carrying sales role responsible for driving expansion revenue within CPI’s existing customer base. This role identifies, develops, and closes new growth opportunities by uncovering whitespace across customer locations, departments, learner populations, and programs. The AE conducts consultative discovery to understand unmet needs, builds value‑aligned solutions, and advances qualified expansion opportunities through the full commercial sales process. In close partnership with Account Managers, the AE maintains disciplined pipeline and forecast management, builds multi‑level stakeholder relationships, and consistently generates sufficient qualified expansion pipeline to achieve revenue targets.

Essential 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.

Performance Metrics

• Achievement of expansion revenue and quota targets.
• Qualified pipeline creation, coverage, and opportunity quality.
• Forecast accuracy and timeliness.
• Expansion opportunity conversion rates and sales velocity.
• CRM discipline, opportunity documentation, and account‑plan completion.
• Stakeholder engagement breadth and depth across assigned accounts.
• Collaboration effectiveness with Account Management and cross‑functional partners.

Qualifications

Minimum Requirements

• Bachelor’s degree 
• 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.

Preferred Qualifications

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

Work Environment

Standard office or remote‑work environment. Some travel may be required based on business needs.

What We Offer:

• $100,000 OTE
• Comprehensive benefits package
• 401k
• PTO
• Health & Wellness Days
• Paid Volunteer Time Off
• Continuing education and training
• Hybrid / Remote work schedule
• Paid Parental Leave