Job Overview
As a Senior Director, Account Development, you will sell into PitchBook’s largest customer accounts regionally alongside the dedicated Account Managers. Account Development Managers work to drive value that leads to upsells, expansion into other areas of an account and customer satisfaction. The Account Development Manager will be dedicated to finding additional opportunities regionally within current client accounts by establishing lasting relationships with key decision makers.
Team Overview
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.
Outline of Duties and Responsibilities
· Act as primary point of contact and business partner for a dedicated portfolio of PitchBook’s key regional clients via in-person meetings, phone and/or email.
· Identify growth opportunities regionally to expand existing user base within portfolio of accounts.
· Achieve sales and retention goals measured quarterly while providing excellent support to account managers and clients.
· 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 Account Manager, Customer Success Managers and Customer Success Associates to strategize on regional 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.
· Effectively prospect new accounts as needed, creatively leveraging various channels including events, Salesforce, LinkedIn Navigator and others.
· 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.
· Use Gong regularly to review client calls, provide product feedback and self-evaluate.
· 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.
Experience, Skills and Qualifications
· Bachelor’s degree or equivalent experience.
· 5-7 years of sales or account management experience with enterprise accounts.
· Proven ability to close complex deals with high level executives 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 and resiliency.
Working Conditions
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.
