Small Business Account Executive

**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 – Entry-level roles through executive leadership. - Feel fulfilled and have fun – We work hard but make the time to build meaningful relationships and celebrate the wins. **The Role:** The Small Business Account Executive drives rapid, full‑cycle sales for small businesses, specializing in high‑potential micro‑segments such as K‑12 districts and charters, youth‑serving nonprofits, and residential treatment facilities. This role responds swiftly to qualified leads, executes targeted outbound campaigns, and delivers tailored solutions through structured discovery and solutions‑oriented proposals. By closing short‑cycle sales and maintaining accurate pipeline and forecast hygiene, the Small Business Account Executive ensures consistent revenue growth. **What You Get To Do Everyday:** - Respond to qualified inbound leads with urgency, executing a multi‑touch approach within the first hour (call, email, and calendar link) to maximize conversion. - Drive the entire sales process—from prospecting to contract execution—to achieve and exceed CPI’s sales and revenue targets. - Serve as the principal representative of CPI for actual or potential customers. Strategically identify, engage, and convert new opportunities through targeted account‑based approaches. - Deliver compelling, solution‑oriented presentations that address customer needs and showcase CPI’s unique value proposition. - Build and manage a robust pipeline of qualified prospects, leveraging CRM and sales tools for accurate activity tracking and forecasting. - Partner with cross‑functional teams, including marketing, product management, and customer care, to ensure seamless customer experiences and successful solution implementations. - Provide actionable insights to leadership on industry trends, competitive activity, and client feedback to support strategic planning. - Report on sales performance, customer engagements, and pipeline progress to leadership. - Stay ahead of industry trends, competitive offerings, and regulatory requirements to position CPI competitively. - Serve as a team expert in a specialty area, delivering resources or professional development to peers and offering guidance and support. - Perform other position‑related duties as assigned. **You Need to Have:** - Bachelor’s degree in business, marketing, or related field - One year or more of work experience in business development, full-cycle sales, or sales development - Experience with inbound response and targeted prospecting - Knowledge of sales pipeline math and adjusts activities to hit sales targets - Demonstrated expertise in contract negotiation - Proficiency with Microsoft Office suite, CRM platforms, sequencing/engagement tools (SalesLoft), and virtual meeting platforms - High level of customer focus, with internal and external customers - Strong discovery, objection-handling, and closing skills - Intellectually curious with excellent problem…