SDR Manager

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 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.

Pitch Book's Manager, Account Development manages a team of Account Development Representatives (ADRs) supporting our Core. They are responsible for hiring and onboarding new Account Development professionals, overseeing performance for onboarding reps, supporting ongoing training and development, and addressing day‑to‑day needs. This role is responsible for developing high‑performing, value‑driven account development professionals, with a strong focus on continuous growth and professional development.

• 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, promoting continuous learning.
• 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 ADR 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 the Commercial team leadership to align ADR 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 or equivalent experience required.
• 2+ years of professional management or team lead experience, ideally in a sales capacity.
• A good candidate for the role is someone who has personal experience exceeding sales quotas through grit and creative thinking.
• Experience in developing sales reps cold calling and prospecting skills.
• Experience with tools such as Salesforce, Outreach, and Lean Data/Book It.
• Possess strong negotiation skills and proven ability to effectively close leads.
• Int…