Manager, Sales - New Business

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 across 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 empathy, meaningful connections, personal safety, and security are the antidotes to fear and anxiety. This philosophy 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 what you do.
• Gain significant career experience within a fast‑growing organization.
• Feel fulfilled and have fun — We work hard but make time to build meaningful relationships and celebrate wins.

The Role:

The Manager, Sales – New Business leads a team of high-performing hunter sales professionals focused on driving net-new revenue growth and expanding CPI’s presence across education and healthcare markets. This role is responsible for building a high-performance, results-driven sales culture centered around accountability, prospecting excellence, and execution. Through strong coaching, pipeline leadership, and strategic sales management, the Manager, Sales – New Business develops top talent, accelerates market growth, and consistently delivers against ambitious revenue goals

What You Get to Do Every Day:

Lead and Inspire

• Build and maintain a high-performance, results-driven culture centered around accountability, urgency, resilience, and execution.
• Provide ongoing coaching in prospecting, discovery, negotiation, pipeline development, and strategic deal management.
• Conduct regular one-on-ones, pipeline reviews, and performance conversations that drive continuous improvement.

Drive Strategic Growth

• Develop and execute sales strategies that drive net-new revenue growth, expand CPI’s customer base, and accelerate market penetration.
• Identify emerging market opportunities, whitespace, and competitive threats to refine go-to-market strategy.
• Partner with leadership on territory planning, account prioritization, and pipeline coverage strategies.

Own the Pipeline

• Achieve and exceed team sales quotas and net-new revenue targets.
• Maintain accountability for pipeline generation, forecast accuracy, funnel conversion, and overall sales performance.
• Drive disciplined outbound sales activity through inspection of prospecting quality, opportunity movement, and territory penetration.
• Ensure accurate CRM usage, pipeline management, forecasting, and reporting.
• Monitor key sales metrics to identify trends, improve performance, and drive execution.

Champion Collaboration

• Develop scalable, repeatable outbound sales processes that improve consistency and execution.
• Partner cross-functionally with Marketing, Product, Customer Care, and Enablement teams to strengthen market positioning and customer experience.
• Share ongoing market feedback, competitive insights, and customer trends to help shape go-to-market strategy.

Close Big Deals

• Support reps through complex sales cycles, executive-level conversations, and strategic negotiations.
• Help secure high-value opportunities and accelerate critical deals to close.
• Build strong customer relationships that support long-term growth and expansion.

Deliver Insights

• Provide leadership with timely insights on pipeline health, market dynamics, competitive activity, and customer feedback.
• Lead effectively through growth and change, helping build scalable processes and operating rhythms.
• Represent CPI with professionalism and credibility at customer and industry engagements.
• Make sound business decisions aligned with organizational policies and objectives.

What Success Looks Like

• Consistently achieve and exceed team sales quotas and net-new revenue targets.
• Build and retain a high-performing outbound sales team.
• Create a culture of accountability, coaching excellence, and execution.
• Improve funnel conversion, forecast accuracy, and overall sales performance.
• Help build a scalable, high-growth sales organization.

You Need to Have:

• Bachelor’s degree in business, marketing, or a related field
• Five or more years of proven success leading high-performing sales teams focused on new business acquisition (“hunting”), 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
• Valid Driver’s License
• Meet all Vendor Credentialing requirements to ensure unrestricted access to CPI customer sites, including valid identification, background checks, drug screening, and required immunizations (such as COVID-19), as specified by each customer
• Continuously uphold all credentialing standards throughout employment to support essential job functions

We’d Love to See:

• Experience selling into healthcare and/or education markets
• Experience leading consultative or solution-based sales teams
• Experience scaling or building new business organizations

What We Offer:

• Comprehensive compensation package
• Comprehensive benefits package
• 401(k)
• PTO
• Health & Wellness Days
• Paid Volunteer Time Off
• Continuing education and training
• Hybrid / Remote work schedule
• Paid Parental Leave