Manager, Sales - Existing Accounts

Crisis Prevention Institute•, (Multiple States)

1d•$160,000•Hybrid

About The Position

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.

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.

Nice To Haves

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.

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.