What are the responsibilities and job description for the Manager, West Coast Sales position at PitchBook?
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:
PitchBook's Commercial organization is a key driver of our growth-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 PitchBook's market presence and deliver meaningful value to our clients.
PitchBook'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 PitchBook's overall success.
Primary Job Responsibilities:
- 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
Skills and Qualifications:
- Bachelor's degree 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 systems and software
- Must be authorized to work in the United States without the need for visa sponsorship now or in the future
Benefits Compensation at PitchBook:
Physical Health
- Comprehensive health benefits
- Additional medical wellness incentives
- STD, LTD, AD&D, and life insurance
Emotional Health
- Paid sabbatical program after four years
- Paid family and paternity leave
- Annual educational stipend
- Ability to apply for tuition reimbursement
- CFA exam stipend
- Robust training programs on industry and soft skills
- Employee assistance program
- Generous allotment of vacation days, sick days, and volunteer days
Social Health
- Matching gifts program
- Employee resource groups
- Subsidized emergency childcare
- Dependent Care FSA
- Company-wide events
- Employee referral bonus program
- Quarterly team building events
Financial Health
- 401k match
- Shared 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.
Compensation
- Annual base salary: $172,500-$172,500
- Annual on target variable commission of fully ramped representative meeting expectations: $69,000
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.
PitchBook appreciates and respects diversity, and as such, we are an equal opportunity employer.
Salary : $172,500