Account Manager, Small Medium Business

2 weeks ago


California, United States PitchBook Full time

About the Role:

As a member of our Account Management & Customer Success team, you will thrive on your ability to embrace and drive change and your commitment to ensuring you and PitchBook are always growing and improving. While continually learning and exploring new ideas and concepts, you will be inspired to ask questions and challenge the status quo while remaining focused on our customers’ success. We value teamwork and collaboration and encourage our people to build strong, trusting relationships with their teammates, customers, and partners. A contagious positivity, insatiable curiosity, and people-first attitude are the winning traits of our most successful Account Management & Customer Success team members. If this sounds like you, join us

The Account Manager, Small Medium Business (SMB) manages PitchBook’s small, medium business customer relationships, working to build a sales strategy that leads to retention, renewals, and customer satisfaction. They are dedicated to maximizing the value their clients receive from PitchBook by building relationships with key decision makers and are responsible for all aspects of their clients’ experience with PitchBook and will onboard, train, engage, grow, and renew their book of clients.

Primary Job Responsibilities:

Act as primary point of contact and business partner for a dedicated portfolio of PitchBook’s key Small Medium Business clients via in-person meetings, phone, and/or email

Achieve retention and sales goals measured monthly and quarterly while providing excellent client support

Identify opportunities to retain and grow existing user base within portfolio of accounts to achieve and consistently exceed retention and sales goals

Develop and own retention strategy; define growth goals and execution plans to increase engagement and footprint with Small Medium Business clients and anticipate future needs

Act as the go-to product expert for a dedicated portfolio of clients to ensure they derive value from the PitchBook platform

Onboard new users and conduct training sessions, including in-person sessions, designed to meet the individual business needs of each client

Conduct formal business reviews with each client designed to measure renewal probability, client satisfaction, and to provide continual product education

Serve as an advocate for your clients by analyzing customer health and usage data to identify trends and opportunities to improve adoption

Efficiently and thoroughly manage your pipeline and oversee the renewal and upgrade process with each assigned account

Use Tableau to effectively manage client relationship through call logging, usage data monitoring, and task management

Use Gong regularly to review client calls, provide product feedback, and self-evaluate

Work continuously to document the details of each client interaction in Salesforce in order to improve the customer information and drive retention

Drive engagement with clients through personally crafted sequences and/or marketing provided materials via Highspot

Utilize Outreach to assist in regular and timely communication with clients as needed

Participate in monthly Small Medium Business meetings to share learnings, success stories, and to improve processes

Support the vision and values of the company through role modeling and encouraging desired behaviors

Participate in various company initiatives and projects as requested

Skills and Qualifications:

Bachelor’s degree or equivalent experience required

2+ years of sales or account management experience

Proven ability to close deals with relevant stakeholders and oversee the end-to-end sales process

Prior experience with Salesforce or similar CRM to forecast sales and maintain updated records of client interactions

Excellent verbal and written communication skills with a keen eye for detail

Exemplary presentation skills and comfortable to engage a diverse array of clients

Interest in the private equity and venture capital marketplace preferred

Curious, able, and interested to learn about client needs

Organized with terrific prioritization skills

Self-motivated, persistent, and goal-oriented attitude and can work effectively as part of a team

Possess strong negotiation skills, persistence, and resiliency

Proficiency with the Microsoft Office suite including in-depth knowledge of Outlook, Word, and Excel with the ability to pick up new systems and software easily

Benefits + Compensation at PitchBook:

Physical Health

Comprehensive health benefits

Additional medical wellness incentives

STD, LTD, AD&D, and life insurance

Emotional Health

Paid sabbatical program after four years

Paid family and paternity leave

Annual educational stipend

Ability to apply for tuition reimbursement

CFA exam stipend

Robust training programs on industry and soft skills

Employee assistance program

Generous allotment of vacation days, sick days, and volunteer days

Social Health

Matching gifts program

Employee resource groups

Subsidized emergency childcare

Dependent Care FSA

Company-wide events

Employee referral bonus program

Quarterly team building events

Financial Health

401k match

Shared ownership employee stock program

Monthly transportation stipend

*Please be aware the above PitchBook benefit and perk offerings are subject to corresponding plan and policy documents and may change during the course of your employment.

Compensation

Annual base salary: $110,000

Annual on target variable commission of fully ramped representative meeting expectations: $25,000

PitchBook currently has no cap on commission and commission is determined by individual performance

Working Conditions:

The job conditions for this position are in a standard office setting. Employees in this position use PC and phone on an on-going basis throughout the day. Limited corporate travel may be required to remote offices or other business meetings and events.

Life At PB:

We are consistently recognized as a Best Place to Work and our culture is at the heart of our success. It’s our fundamental belief that people do and create great things and that people are the cornerstone of prosperity. We believe that proactively seeking out different points of view, listening to others, learning, and reflecting on what we’ve heard creates a sense of belonging within PitchBook and strengthens the PitchBook community.

We are excited to get to know you and your background. Concerned that you might not meet every requirement? We encourage you to still apply as you might be the right candidate for the role or other roles at PitchBook.

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