Account Development Representative

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.

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 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!

Pitch Book's Account Development Representatives are responsible for generating qualified opportunities and driving early-stage pipeline within Core accounts. ADRs 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 ADRs 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 AMs and BDRs, 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 AMs, BDRs, and CSMs 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 Linked In 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 Pitch Book'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 or equivalent experience required

* 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.

* Have 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…