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Account Manager, Middle Market

3 months ago

San Francisco, United States PitchBook Full time

At PitchBook, we are always looking forward. We continue to innovate, evolve, and invest in ourselves to bring out the best in everyone. We’re deeply collaborative and thrive on the excitement, energy, and fun that reverberates throughout the company. 

Our extensive learning programs and mentorship opportunities help us create a culture of curiosity that pushes us to always find new solutions and better ways of doing things. The combination of a rapidly evolving industry and our high ambitions means there’s going to be some ambiguity along the way, but we excel when we challenge ourselves. We’re willing to take risks, fail fast, and do it all over again in the pursuit of excellence.

If you have a good attitude and are willing to roll up your sleeves to get things done, PitchBook is the place for you. 

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, Middle Market manages PitchBook’s key middle tier customer relationships. They work to build a sales strategy that leads to expansion, renewals, and customer satisfaction. The Account Manager will be dedicated to finding additional opportunities within current client accounts, addressing client needs on an ongoing basis, and establishing lasting relationships with crucial decision makers.


Primary Job Responsibilities:

  • Achieve sales and retention goals measured quarterly while providing excellent support to clients
  • Act as primary point of contact and business partner for a dedicated portfolio of PitchBook’s key middle market clients via in-person meetings, phone, and/or email
  • Identify growth opportunities to expand existing user base within a portfolio of accounts to achieve and consistently exceed sales and retention goals
  • Develop and own the long-term strategy; define growth goals and execution plans to increase engagement and footprint with middle market clients over a multi-year time horizon
  • Conduct client demonstration sessions designed to highlight how the PitchBook platform addresses the needs of the account and individual end users with a consultative approach
  • Work collaboratively with designated Customer Success Managers and Customer Success Associates to strategize on account retention and growth opportunities
  • Go above and beyond to ensure customer satisfaction with quarterly business reviews and continual product education
  • Efficiently and thoroughly manage your pipeline and oversee the end to end sales cycle
  • Use Salesforce to effectively manage client relationship through client interactions, account mapping, pipeline, and task management
  • Drive engagement with prospective 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
  • 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
  • Effectively prospect new accounts as needed, creatively leveraging various channels including events, Salesforce, LinkedIn Navigator, and others
  • Participate in monthly global account manager meetings to share learnings, success stories, and to improve processes
  • Adhere to Salesforce best practices and understand the importance of data hygiene and pipeline management
  • 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
  • 2+ years of sales or account management experience
  • Proven ability to close complex 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: $95,000
  • Annual on target variable commission of fully ramped representative meeting expectations: $60,000
  • 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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