Manager, Sales - 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 Manager, Sales – Existing Accounts leads a team of Account Executives responsible for driving expansion revenue within CPI’s existing customer base. This role is accountable for team performance against revenue, pipeline, and activity goals, while developing seller capability and ensuring consistent execution of CPI’s existing‑account growth strategy. The Manager coaches Account Executives to identify whitespace, engage new stakeholders, conduct consultative discovery, qualify opportunities, and advance expansion deals through close. In partnership with Account Management, Marketing, and other cross‑functional teams, the Manager ensures clear ownership across the customer lifecycle and maintains disciplined pipeline, forecast, and CRM management to support predictable growth.

Essential Responsibilities

• Lead, coach, and develop Account Executives responsible for expansion revenue within existing accounts.
• Own team performance against revenue, pipeline, and activity goals, ensuring achievement of quota and consistent execution.
• Establish clear expectations for pipeline creation, account planning, opportunity quality, CRM discipline, and forecast accuracy.
• Coach sellers to identify whitespace, engage new stakeholders, conduct consultative discovery, qualify opportunities, articulate value, negotiate effectively, and close expansion deals.
• Conduct regular pipeline, forecast, and opportunity reviews to assess coverage, deal quality, risks, next steps, and sales velocity.
• Use revenue, pipeline, activity, conversion, customer, and market data to identify trends, prioritize team activity, and improve sales effectiveness.
• Provide timely coaching, development, performance feedback, and corrective action to improve capability and address underperformance.
• Partner with Account Management, Marketing, and cross‑functional teams to support coordinated customer growth strategies while maintaining clear ownership of expansion sales.
• Recruit, onboard, and develop high‑performing sales talent; foster a culture of accountability, collaboration, customer focus, and continuous improvement.
• Communicate team performance, risks, opportunities, and insights to Sales leadership and recommend actions to improve results.
• Make financially responsible decisions aligned with organizational policies.

Performance Metrics

• Achievement of team revenue and quota targets.
• Pipeline creation, coverage, and opportunity quality.
• Forecast accuracy and timeliness.
• Expansion opportunity conversion rates and sales velocity.
• CRM discipline, account‑plan completion, and opportunity documentation.
• Seller capability development, coaching rhythms, and performance management outcomes.
• Collaboration effectiveness with Account Management, Marketing, and cross‑functional partners.

Qualifications

Minimum Requirements

• Bachelor’s degree or equivalent experience.
• 5+ years of successful B2B sales, account expansion, solution selling, or similar revenue‑generating experience.
• 3+ years of sales leadership or demonstrated experience coaching and developing sales professionals.
• Proven success achieving revenue targets and leading teams or sales efforts against defined performance goals.
• Experience developing expansion opportunities and growing revenue within existing accounts.
• Strong consultative selling, opportunity qualification, account planning, negotiation, and complex deal strategy experience.
• Demonstrated pipeline, forecast, and CRM management discipline.
• Experience using sales data and performance metrics to identify gaps, coach performance, and drive action.
• Ability to collaborate effectively across Sales, Account Management, Marketing, and other teams.
• Strong leadership, communication, coaching, presentation, and commercial problem‑solving skills.

Preferred Qualifications

• Experience leading sales teams focused on expansion, cross‑sell, or upsell within an existing customer base.
• 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:

• $160,000 OTE
• Comprehensive benefits package
• 401k
• PTO
• Health & Wellness Days
• Paid Volunteer Time Off
• Continuing education and training
• Hybrid / Remote work schedule
• Paid Parental Leave