Account Manager, Middle Market

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
• 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

Responsibilities

• 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
• 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
• Work closely with the Manager of Account Management to onboard any new Account Managers on their team
• Assume general onboarding duties for other new hires which include, but are not limited to, leading deep dives into client types, scheduling shadowing sessions, conducting mock calls, providing constructive feedback, etc
• Able to articulate strategic changes made by management to their team and provide constructive feedback to management from the team
• Support the vision and values of the company through role modeling and encouraging desired behaviors
• Participate in various company initiatives and projects as requested

Benefits

• Comprehensive health benefits
• Additional medical wellness incentives
• STD, LTD, AD&D, and life insurance
• 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
• Matching gifts program
• Employee resource groups
• Dependent Care FSA
• Employee referral bonus program
• Quarterly team building events
• 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
• Annual base salary: $95,000
• Annual on target variable commission of fully ramped representative meeting expectations: $60,000