Account Manager, Middle Market

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 mentorship, education and training programs 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**:
Customers are King Each and every day the Customer Success Team works to ensure that our clients are maximizing the value they receive from PitchBook. Onboarding, training, support, business development and renewals are handled by the Customer Success team. Customer Success does whatever it takes to ensure our customers achieve their goals and continue to grow their engagement with the PitchBook platform.

The Account Manager, Middle Market manages PitchBook's key middle tier customer relationships with a focus on Japanese clients. 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
- Identify growth opportunities to expand existing user base within 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 Gainsight 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
- Support the vision and values of the company through role modeling and encouraging desired behaviors
- Participate in various company initiatives and projects as requested
- 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 - duties 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

**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
- Knowledge of the Microsoft Office suite including Outlook, Word and Excel
- Interest in the private equity and venture capital marketplace preferred
- Curious, able and interested to learn about client needs
- Org