SDR Manager

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At Pitch Book, a Morningstar company, we continually innovate and invest in ourselves to bring out the best in everyone. We’re deeply collaborative and thrive on 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.

Pitch Book’s Account Development team drives growth through strategic collaboration with Account Managers and Business Development Representatives in our Core segment. ADRs focus on expanding existing client accounts and generating new sales within non-client and prior client accounts, operating as part of a pod structure. This is a highly collaborative effort across the account team, ensuring pipeline creation and progression that leads to revenue growth and deeper client relationships.

• Lead and inspire a team of Account Development Representatives to consistently exceed sales goals through hands‑on coaching, motivation, and team development.
• Inspire a supportive team culture aligned with company values, cultivating an environment that empowers individual and team success.
• Conduct regular team meetings to share best practices, review metrics, and reinforce expectations.
• Support new hires with thorough onboarding and learning path completion, setting them up for success from day one.
• Set clear team objectives and key results, aligning Account Development Representative goals with broader account growth targets.
• Take ownership of team outcomes, tracking progress and providing leadership with regular performance updates.
• Hold consistent 1:1s with each team member to discuss performance, strategic goals, coaching needs, and career development.
• Use data to monitor performance, diagnose challenges, and provide targeted coaching on pipeline management and opportunity creation.
• Coach team members to enhance productivity by effectively managing lead flow, tracking weekly activities, and upholding high standards in lead qualification to drive quality opportunities and maximize conversions.
• Ensure team adherence to standard operating procedures and role expectations, maintaining high quality in all activities.
• Partner with Commercial team leadership to align Account Development Representative activities with account growth strategies, ensuring coordinated efforts across teams.
• Participate actively in Commercial team leadership meetings, offering insights and driving alignment on account growth strategies.
• 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.
• 2+ years of professional management or team lead experience, ideally in a sales capacity.
• Personal experience exceeding sales quotas through grit and creative thinking.
• Experience developing sales reps cold calling and prospecting skills.
• Experience with tools such as Salesforce, Outreach, and Lean Data/Book It.
• Strong negotiation skills and proven ability to effectively close leads.
• Interest in financial markets or services, particularly private capital markets.
• Strong coaching and career development acumen.
• Uphold organizational expectations of professionalism for both internal and external interactions.
• Self‑motivated, persistent, and goal‑oriented attitude and can work effectively as part of a team.
• Ability to operate with a strong sense of urgency and deliver results.
• Highly curious with a positive attitude.
• Superior organization and able to effectively manage a large team.
• High emotional intelligence and able to build trust with a diverse group of employees and stakeholders.
• Exemplary verbal and written communication skills.
• Proficiency with the Microsoft Office suite including in-depth knowledge of Outlook, Word, and Excel.
• Must be authorized to work in the United States without the need for visa sponsorship now or in the future.

Physical Health:
Comprehensive health benefits, additional medical wellness incentives, STD, LTD,…