Account Development Manager

At Pitch Book, 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, Pitch Book is the place for you.

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 Pitch Book 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!

The Account Development Manager (ADM) plays a vital role in driving growth by deepening relationships with existing clients and re‑engaging lapsed accounts. This individual will focus on identifying and managing a pipeline of opportunities within our current client base to expand our footprint within the organization. Additionally, they will develop targeted strategies to win back past clients, leveraging a consultative approach and industry expertise to build trust and loyalty.

• Achieve sales goals measured quarterly while providing an excellent experience to your prospects
• Act as the point of contact and business partner for a dedicated portfolio of Pitch Book’s clients and prospects via in‑person meetings, phone, and/or email
• 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 clients over a multi‑year time horizon
• Conduct client demonstration sessions designed to highlight how the Pitch Book platform addresses the needs of the account and individual end users with a consultative approach
• Work collaboratively with designated Account Managers and Customer Success Associates to strategize on account growth opportunities
• Efficiently and thoroughly manage your pipeline and oversee the end‑to‑end sales cycle
• Use Catalyst and Salesforce to effectively manage client relationships 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
• Effectively prospect new accounts as needed, creatively leveraging various channels including events, Salesforce, Linked In Navigator, and others
• Adhere to Salesforce best practices and understands the importance of data hygiene and pipeline management
• Support the vision and values of the company through role modeling and encouraging desired behaviors
• Participate in various company initiatives and projects as requested

• 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 Catalyst, Salesforce, or similar CRM to forecast sales and maintain updated records of client interactions
• Excellent verbal and…