Account Development Representative (San Francisco)

At PitchBook, 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, PitchBook 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 PitchBook 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!PitchBook’s Account Development Representatives are responsible for generating qualified opportunities and driving early-stage pipeline within Core accounts. Account Development Representatives 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 Account Development Representatives 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 Account Managers and Business Development Representatives, ensuring a steady flow of high-quality pipeline that supports sales goalsConduct discovery calls and thoroughly qualify prospects before handoff to ensure strong fit and conversion potentialMeet or exceed monthly and quarterly quotas for qualified opportunities and pipeline contributionWork with Account Managers, Business Development Representatives, and Customer Success Managers on a fixed book of accounts to build pipeline and drive growth through coordinated strategiesSupport stalled opportunities by expanding account engagement and nurturing momentum through the funnelResearch accounts and territories to uncover new contacts, decision-makers, and growth opportunitiesUse tools like LinkedIn Sales Navigator, Outreach.io, and Highspot to craft tailored messaging that resonates with prospectsMaintain accurate records in Salesforce to ensure visibility and smooth progression of opportunitiesReview interactions in Gong, share insights, and refine strategies to improve effectivenessBuild expertise in PitchBook’s offerings and the private capital markets to deliver value in every interactionActively contribute to our company’s vision and culture, serving as a role model and helping to create a positive, high-performing team environmentParticipate in various company initiatives and projects as requested Skills and Qualifications:Bachelor’s degree6+ months of outbound prospecting experienceA client first attitude and love to engage prospective new users for account growth Prior experience with Salesforce or similar CRM preferredExcellent verbal and written communication skills with a keen eye for detailInterested in financial markets or services, particularly private equity and venture capitalAbility to operate with a strong sense of urgency and deliver resultsTerrific prioritization skills to manage your sales pipelineComfortable to engage with a diverse array of clientsTenacious and goal-oriented; can work effectively as part of a groupTeam player with the desire to try new ideas in order to achieve greater levels of successProficiency with the Microsoft Office suite including in-depth knowledge of Outlook, Word, and Excel with the ability to pick up new systems and software easilyMust be authorized to work in the United States without the need for visa sponsorship now or in the futureBenefits + Compensation at PitchBook:Physical Health Comprehensive health benefitsAdditional medical wellness incentives STD, LTD, AD&D, and life insuranceEmotional Health Paid sabbatical program after four yearsPaid family and paternity leave Annual educational stipendAbility to apply for tuition reimbursementCFA exam stipend Robust training programs on industry and soft skills Employee assistance programGenerous allotment of vacation days, sick days, and volunteer daysSocial Health Matching gifts programEmployee resource groupsSubsidized emergency childcare Dependent Care FSACompany-wide eventsEmployee referral bonus program Quarterly team building eventsFinancial Health 401k matchShared ownership employee stock program Monthly transportation stipend*Please be aware the above PitchBook benefit and perk offerings are subject to corresponding plan and policy documents and may change during the course of your employment.CompensationThis position is non-exempt and is paid a salary and a commission. The salary for the role is $70,000 and the on target commission for a fully ramped employee is $32,500. This represents an annual income of $70,000 + $32,500 = $102,500.Working Conditions:At the heart of our company is a belief in the power of in-person collaboration. Being together in the office fuels our creativity, strengthens our connections, and drives the innovation that sets us apart. Our culture is built on spontaneous moments—those hallway conversations, whiteboard brainstorms, and shared celebrations in each of our global offices—that simply can’t be replicated remotely. This role is expected to be in the office 5 days a week.The job conditions for this position are in a standard office setting. Employees in this position use PC and phone on an on-going basis throughout the day. Limited corporate travel may be required to remote offices or other business meetings and events.