Account Executive, Existing Accounts

Crisis Prevention Institute•, (Multiple States)

1d•$100,000•Hybrid

About The Position

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.

Requirements

Bachelor’s degree or equivalent experience.
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.

Nice To Haves

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

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.