Manager, West Coast Sales

Overview

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.

Pitch Book s Commercial organization is a key driver of our growth by fueling both new client acquisition and long-term account success. From initial outreach to product demonstrations and deal closure led by our New Business team, and the ongoing relationship management provided by our Account Managers, each team plays a vital role. Together, they form a collaborative and high-impact organization that helps shape Pitch Book s market presence and deliver meaningful value to our clients.

Pitch Book s Manager, Commercial plays a critical role in driving growth through hands-on leadership, coaching, and operational excellence. This role leads a team of Sales Representatives and Account Managers, providing day-to-day guidance, support, and motivation to help team members reach individual and collective goals.

Additionally, this role is responsible for fostering a collaborative and high-performing team environment, ensuring team members are equipped with the skills, resources, and feedback needed to succeed. By developing team members, tracking progress toward goals, and addressing challenges promptly, the Manager, Commercial ensures consistent achievement of objectives and contributes to Pitch Book s overall success.

• Lead, coach, and support a team of Sales and/or Account Managers to achieve and exceed individual and team revenue targets
• Monitor and manage team pipeline health within assigned segment, ensuring accurate forecasting and consistent performance
• Drive individual and team performance by providing regular feedback, setting clear expectations, and performance management to address gaps and support ongoing growth
• Guide performance through goal setting, coaching, and constructive feedback, ensuring team members meet expectations and continuously improve
• Drive a culture of accountability by assessing performance, delivering actionable feedback, and facilitating professional development for team members
• Support team members in complex negotiations and deal structuring, ensuring alignment with company policies and business objectives
• Ensure team adherence to established sales processes, company policies, and compliance requirements
• Foster team engagement and a positive work environment, promoting collaboration and well-being
• Prepare and communicate regular pipeline and forecasting reports for assigned segments
• Participate in recruiting, onboarding, and developing new team members to support team growth and capability
• Collaborate with other managers and cross-functional partners to execute sales initiatives and contribute to overall revenue strategy
• Support the vision and values of the company through role modeling and encouraging desired behaviors
• Participate in various company initiatives and projects as requested

• Bachelor s degree or equivalent experience required
• 5+ years of experience in sales or account management, including 2+ years in a supervisory or team leadership role
• Proven success managing opportunities and workflows using Salesforce or similar CRM platforms
• Strong negotiation skills with a demonstrated ability to close complex deals effectively
• Deep understanding of financial markets or services, especially private equity and venture capital
• Passionate about coaching, career development, and training to build and sustain top-performing sales teams
• Self-motivated and goal-oriented, with a collaborative mindset and ability to thrive in team environments
• Operates with a strong sense of urgency and consistently delivers results under pressure
• Highly curious and solutions-focused, with a positive and resilient attitude
• Exceptional organizational skills with the ability to lead and manage large, distributed teams
• High emotional intelligence and the ability to build trust across diverse teams and stakeholders
• Outstanding verbal and written communication skills, with the ability to influence at all levels
• Experience using Outreach, Gong, or similar sales performance management tools to drive team effectiveness
• Proficiency in Microsoft Office Suite, including Outlook, Word, and Excel, with a demonstrated ability to quickly learn new…