Manager, Sales Development

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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:

PitchBook’s Account Development team drives growth through strategic collaboration with Account Managers and Business Development Representatives in our Core segment. ADRs focus on expanding existing client accounts and generating new sales within non-client and prior client accounts, operating as part of a pod structure. This is a highly collaborative effort across the account team, ensuring pipeline creation and progression that leads to revenue growth and deeper client relationships. 

PitchBook’s Manager, Account Development manages a team of Account Development Representatives (ADRs) supporting our Core. They are responsible for hiring and onboarding new Account Development professionals, overseeing performance for onboarding reps, supporting ongoing training and development, and addressing day to day needs. This role is responsible for developing high-performing, value-driven account development professionals, with a strong focus on continuous growth and professional development. 

Primary Job Responsibilities:

• Lead and inspire a team of Account Development Representatives to consistently exceed sales goals through hands-on coaching, motivation, and team development
• Inspire a supportive team culture aligned with company values, cultivating an environment that empowers individual and team success
• Conduct regular team meetings to share best practices, review metrics, and reinforce expectations, promoting continuous learning
• Support new hires with thorough onboarding and learning path completion, setting them up for success from day one
• Set clear team objectives and key results, aligning Account Development Representative goals with broader account growth targets
• Take ownership of team outcomes, tracking progress and providing leadership with regular performance updates
• Hold consistent 1:1s with each team member to discuss performance, strategic goals, coaching needs, and career development
• Use data to monitor performance, diagnose challenges, and provide targeted coaching on pipeline management and opportunity creation
• Coach team members to enhance productivity by effectively managing lead flow, tracking weekly activities, and upholding high standards in lead qualification to drive quality opportunities and maximize conversions
• Ensure team adherence to standard operating procedures and role expectations, maintaining high quality in all activities
• Partner with the Commercial team leadership to align Account Development Representative activities with account growth strategies, ensuring coordinated efforts across teams
• Participate actively in Commercial team leadership meetings, offering insights and driving alignment on account growth strategies
• 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
• 2+ years of professional management or team lead experience, ideally in a sales capacity
• A good candidate for the role is someone who has personal experience exceeding sales quotas through grit and creative thinking
• Experience in developing sales reps cold calling and prospecting skills
• Experience with tools such as Salesforce, Outreach, and LeanData/BookIt
• Possess strong negotiation skills and proven ability to effectively close leads
• Interest in financial markets or services, particularly private capital markets
• Strong coaching and career development acumen
• Uphold organizational expectations of professionalism for both internal and external interactions
• Self-motivated, persistent, and goal-oriented attitude and can work effectively as part of a team
• Ability to operate with a strong sense of urgency and deliver results
• Highly curious with a positive attitude
• Superior organization and able to effectively manage a large team
• High emotional intelligence and able to build trust with a diverse group of employees and stakeholders
• Exemplary verbal and written communication skills
• 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

• Annual base salary: $95,000-$95,000
• Annual on target variable commission of fully ramped representative meeting expectations: $60,000

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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