Account Development Representative

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 (ADRs) 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 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 Account Managers, Business Development Representatives, and Customer Success Managers 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 LinkedIn 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 PitchBook'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