Account Development Representative

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At PitchBook, a Morningstar company, 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!

PitchBook’s Account Development Representatives (ADRs) are responsible for generating qualified opportunities and driving early-stage pipeline within Core accounts. Account Development Representatives work within a fixed book of accounts, partnering with Account Managers (AMs) and Business Development Representatives (BDRs) to uncover growth within existing clients and identify new opportunities across target territories.

This role is primarily outbound prospecting, with some inbound lead follow-up, and a strong focus on discovery and qualification to deliver high-quality opportunities that fuel revenue growth. While Account Development Representatives don’t close deals, they play a critical role in advancing opportunities and enabling account teams to achieve sales goals through collaboration and personalized outreach. Success in this role directly contributes to company growth by strengthening the sales pipeline and building strong client relationships, creating a foundation for career advancement.

Primary Job Responsibilities:

• Drive outbound prospecting and manage inbound account leads to create qualified opportunities for Account Managers and Business Development Representatives, ensuring a steady flow of high-quality pipeline that supports sales goals
• Conduct discovery calls and thoroughly qualify prospects before handoff to ensure strong fit and conversion potential
• Meet or exceed monthly and quarterly quotas for qualified opportunities and pipeline contribution
• Work with Account Managers, Business Development Representatives, and Customer Success Managers on a fixed book of accounts to build pipeline and drive growth through coordinated strategies
• Support stalled opportunities by expanding account engagement and nurturing momentum through the funnel
• Research accounts and territories to uncover new contacts, decision-makers, and growth opportunities
• Use tools like LinkedIn Sales Navigator, Outreach.io, and Highspot to craft tailored messaging that resonates with prospects
• Maintain accurate records in Salesforce to ensure visibility and smooth progression of opportunities
• Review interactions in Gong, share insights, and refine strategies to improve effectiveness
• Build expertise in PitchBook’s offerings and the private capital markets to deliver value in every interaction
• Actively contribute to our company’s vision and culture, serving as a role model and helping to create a positive, high-performing team environment
• 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
• 1+ years of outbound prospecting experience
• A client first attitude and love to engage prospective new users for account growth
• Prior experience with Salesforce or similar CRM preferred.
• Excellent verbal and written communication skills with a keen eye for detail
• Interested in financial markets or services, particularly private equity and venture capital
• Ability to operate with a strong sense of urgency and deliver results
• Have terrific prioritization skills to manage your sales pipeline
• Comfortable to engage with a diverse array of clients
• Tenacious and goal-oriented; can work effectively as part of a group
• Team player with the desire to try new ideas in order to achieve greater levels of success
• 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.
• Must be authorized to work in the United States without the need for visa sponsorship now or in the future

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

• This position is non-exempt and paid a salary of $65,000-$65,000
• Annual on target variable commission of fully ramped representative meeting expectations: $32,500
• PitchBook currently has no cap on commission and commission is determined by individual performance

Working Conditions:

At the heart of our company is a belief in the power of in-person collaboration. Being together in the office fuels our creativity, strengthens our connections, and drives the innovation that sets us apart. Our culture is built on spontaneous moments—those hallway conversations, whiteboard brainstorms, and shared celebrations in each of our global offices—that simply can’t be replicated remotely. This role is expected to be in the office 5 days a week.

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.

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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