Account Manager (Middle Market)

As an Account Manager (Middle Market) at PitchBook, your responsibilities include managing key customer relationships, driving sales strategies for expansion and renewals, and conducting client demonstration sessions. You will work closely with clients to understand their needs, identify opportunities for growth, and act as a primary point of contact. Additionally, you’ll collaborate with Customer Success Managers to maximize client satisfaction and achieve quarterly sales and retention goals.

To qualify for the Account Manager (Middle Market) position at PitchBook, you should have a Bachelor’s degree preferred, at least 2 years of sales or account management experience—particularly in SaaS or technology—and 1 year of experience with account renewals. Strong communication skills, proficiency in Salesforce or similar CRM, and a knack for building relationships are essential for success in this role.

PitchBook is committed to the growth and development of their Account Managers through continuous learning opportunities and teamwork. The culture emphasizes collaboration, where you’ll be encouraged to participate in monthly global account manager meetings and contribute to various company initiatives and projects. Personal development is a priority to ensure you have the tools and skills necessary to thrive.

Success as an Account Manager (Middle Market) at PitchBook requires a blend of strong negotiation and communication skills, excellent organizational abilities, and a goal-oriented mindset. Being self-motivated and having persistence are key traits, as is the ability to adapt and learn quickly. Familiarity with the private equity and venture capital marketplace is preferred to understand client needs better.

In your role as an Account Manager (Middle Market) at PitchBook, you'll use Salesforce to manage client relationships and track your sales pipeline. Proficiency in Microsoft Office, especially Excel and Outlook, is essential. Additionally, you'll leverage tools like Tableau for client monitoring and Gong for reviewing client interactions, ensuring a comprehensive approach to account management.

To prioritize accounts, I first assess the potential value of each account and understand their specific needs. I then categorize them based on urgency and impact. Utilizing tools like Salesforce helps keep track of interactions and deadlines, allowing me to allocate time to high-priority accounts while ensuring ongoing support for others.

In my previous role, I encountered a complex deal involving multiple stakeholders. To navigate this, I arranged a series of meetings to address each party’s needs and concerns while highlighting how our solution would benefit them. Ultimately, maintaining open communication and actively listening helped me secure their trust and successfully close the deal.

I prioritize clear communication and regular check-ins to foster strong relationships with clients. Additionally, I like to personalize my approach based on their preferences and business goals. By providing them with valuable insights and consistently delivering on commitments, I can build trust and encourage long-term partnerships.

Teamwork is crucial in my approach as an Account Manager. Collaborating with team members, such as Customer Success Managers, allows us to pool our strengths and deliver cohesive support to clients. Sharing insights and strategies during team meetings enhances our overall performance and ensures clients receive the best possible service.

When faced with objections, I first listen attentively to fully understand the client's concerns. Then, I acknowledge their points and provide data-driven responses that showcase the value of our solution. By turning objections into opportunities for discussion, I can often help clients realize how our offering aligns with their goals.

I once managed a situation where a client was unhappy with the service level they received. I scheduled an in-depth meeting to discuss their concerns, actively listened to their feedback, and took immediate steps to address the issues raised. By offering tailored solutions and regularly checking in thereafter, the client felt valued and eventually renewed their contract.

To identify upsell opportunities, I regularly analyze client usage data and trends, conduct periodic business reviews, and maintain open communication about their evolving needs. Understanding their strategic goals allows me to propose additional services or features that increase their value derived from our partnership.

I measure my success through key performance indicators such as sales growth, retention rates, and client satisfaction scores. Additionally, I seek ongoing feedback from clients to assess their satisfaction and make necessary improvements to enhance our partnership.

I find working with middle market clients particularly rewarding because they often have unique challenges and growth opportunities. Helping them navigate through these complexities fosters a dynamic working relationship. They tend to be open to exploring tailored solutions, which aligns perfectly with my consultative approach.

I am drawn to PitchBook because of its impressive reputation in the industry and commitment to customer success. The opportunity to work with a talented team that values collaboration and continuous learning resonates with my professional aspirations. I believe my skills and experiences closely align with the role's demands and will contribute significantly to PitchBook’s goals.