Manager, Small Business Sales

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 SMB Sales Manager is responsible for leading CPI's Small Business sales team and driving revenue growth across the SMB market segment. This role oversees a team of Small Business Account Executives and Sales Development Representatives, ensuring the effective conversion of inbound demand while developing and scaling outbound sales strategies to expand market penetration. The SMB Sales Manager is accountable for pipeline generation, sales execution, team performance, and the continuous improvement of processes that drive customer acquisition. This leader will partner closely with Marketing, Revenue Operations, and Sales Leadership to optimize lead management, improve conversion rates, and build a scalable outbound motion that supports CPI's long-term growth objectives. What You Get To Do Everyday: Lead, coach, and develop a team of Small Business Account Executives and Sales Development Representatives. Drive achievement of SMB revenue, pipeline, and conversion targets. Establish performance expectations and accountability around activity, pipeline creation, opportunity progression, and closed business. Develop and pilot outbound prospecting strategies to supplement inbound lead generation and increase market penetration. Design and refine territory, segmentation, and lead management strategies to maximize sales productivity. Partner with Marketing to optimize lead flow, lead quality, campaign effectiveness, and handoff processes. Collaborate with Revenue Operations to establish reporting, dashboards, forecasting, and performance analytics. Monitor inbound lead response times, conversion rates, pipeline health, and sales cycle effectiveness. Identify opportunities to expand SDR support and build scalable prospecting processes across multiple sales segments. Conduct regular coaching sessions, call reviews, deal reviews, and pipeline inspections to improve individual and team performance. Work cross-functionally with Product, Customer Success, Legal, Finance, and Marketing to remove obstacles and accelerate sales outcomes. Contribute to overall sales strategy and serve as a leader in CPI's growth initiatives. Perform other position-related duties as assigned. You Need to Have: Bachelor’s degree in business, marketing, or a related field 1–3 years of proven success leading high‑performing sales teams, consistently exceeding quota and driving significant revenue growth. Demonstrated expertise in sales coaching, pipeline management, contract negotiation, revenue forecasting, and territory management Proven ability to drive accountability and performance within a results-driven sales organization Experience recruiting, developing, and retaining top sales talent in a fast-paced, growth-oriented environment Strong operational discipline with experience leveraging CRM platforms, sales analytics, and forecasting tools to drive visibility and business performance Excellent communication, presentation, and executive relationship-building skill Exceptional leadership skills with the ability to inspire, coach, and elevate high-performing sales teams in a fast-paced, competitive environment Strategic mindset with strong business acumen, sound judgment, and adaptability to evolving market dynamics Outstanding communication, presentation, and negotiation skills, with the confidence to engage decision-makers and executive stakeholders at every level Strong analytical and problem-solving abilities, leveraging data, pipeline insights, and market trends to drive sales strategy and performance improvement Demonstrated ability to foster accountability, operational discipline, and consistent execution within a results-driven sales organization Driven, resilient, and highly results-oriented, with a commitment to excellence, continuous improvement, and winning as a team We'd Love to See: Experience selling into healthcare and/or education markets Experience leading consultative or solution-based sales teams What We Offer: Comprehensive compensation package Comprehensive benefits package 401k PTO Health & Wellness Days Paid Volunteer Time Off Continuing education and training Hybrid or remote work schedule Paid Parental Leave