Account Manager, Middle Market

At PitchBook we work to provide global professionals with comprehensive data on the entire venture capital, private equity and M&A landscape so they can discover and execute opportunities with confidence. We credit our success and rapid growth to our cutting-edge products, customer centered attitude and ability to embrace and drive change.

In just over a decade, PitchBook has reached over 3,500 people with offices worldwide, and we’re not slowing down Consistently recognized as a Best Place to Work, our culture is at the heart of our success and is driven by excellence, inclusion and fun. At PitchBook we’re committed to fostering an open and collaborative work environment.

**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. 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 a 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
- Adheres to SalesForce best practices and understands the importance of data hygiene and pipeline management
- Works closely with the Manager of Account Management to onboard any new AMs on their team
- Assumes general onboarding duties for other new hires - duties include, but 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
- Have excellent verbal and written communication skills with a keen eye for detail
- Exemplary presentation skills; comfortable to engage a diverse array of clients
- Knowledge of the MS Office suite including Outlook, Word and Excel
- Interest in the PE / VC marketplace preferred
- Curious, able and interested to learn about client needs
- Organized with terrific prioritization skills
- Self-motivated, persistent, goal-oriented attitude and can work effectively as part of a team
- Possessing strong negotiation skills, persistence