Senior Account Manager, PitchBook

About the role

At PitchBook, a subsidiary of Morningstar, we are committed to fostering a culture of growth, innovation, and excellence. Our focus is on building strong relationships with clients and providing them with the tools and support they need to succeed. As a Senior Account Manager, you will play a vital role in managing key client accounts, driving sales growth, and ensuring high levels of customer satisfaction. You will work closely with cross-functional teams to develop strategic account plans, identify opportunities for expansion, and deliver tailored solutions that meet client needs. This position offers an to be part of a dynamic team in a fast-paced environment, contributing directly to the company's growth and client success.

Key facts

What you'll do

• Manage a portfolio of key client accounts, serving as the primary point of contact and strategic partner.
• Drive sales objectives by identifying new opportunities within existing accounts and closing complex deals.
• Maintain and grow client relationships through regular communication, business reviews, and personalized engagement strategies.
• Conduct platform demonstrations and product presentations to showcase how PitchBook's solutions meet client needs.
• Collaborate with Customer Success Managers and Associates to develop account strategies focused on retention and expansion.
• Use Catalyst and Salesforce to track client interactions, manage sales pipelines, and ensure data accuracy.
• Engage with potential clients through tailored outreach sequences, leveraging marketing materials via Highspot.
• Log calls, track usage data, and analyze client activity using Tableau to inform account strategies.
• Review call recordings with Gong regularly to provide feedback and improve communication skills.
• Prospect new accounts through multiple channels, including industry events, Salesforce, and LinkedIn Navigator.
• Participate in monthly global account manager meetings to share insights, best practices, and coordinate efforts.
• Follow Salesforce best practices, emphasizing the importance of data integrity, pipeline management, and accurate forecasting.
• Conduct needs assessments and consultative discussions to understand client challenges and propose suitable solutions.
• Support clients through onboarding, training, and ongoing education to maximize platform utilization.
• Develop long-term account plans with clear growth objectives and action steps to achieve them over several years.
• Monitor client satisfaction levels and proactively address issues to ensure high retention rates.
• Contribute to the development of sales strategies and marketing initiatives aligned with company goals.
• Support the company's vision and values by demonstrating professionalism, integrity, and a client-first attitude.
• Participate in various internal projects and initiatives to enhance team performance and client experience.

Requirements

• A bachelor's degree is preferred.
• At least 4 years of experience in sales, account management, or a related client-facing role.
• Fluency in both Japanese and English, with excellent verbal and written communication skills.
• Proven track record of closing complex deals and managing the full sales cycle from prospecting to closing.
• Experience with CRM tools such as Catalyst, Salesforce, or similar platforms for sales forecasting and client tracking.
• Strong presentation skills and the ability to engage diverse audiences effectively.
• Demonstrated ability to build and maintain long-term client relationships.
• Knowledge of private equity, venture capital, or related sectors is a plus.
• A curious mindset with a strong desire to understand client needs and industry trends.
• Highly organized with excellent prioritization and time management skills.
• Self-driven, persistent, and goal-oriented, with the ability to work independently and as part of a team.
• Strong negotiation skills and resilience in handling challenging situations.
• Proficiency in Microsoft Office applications, particularly Outlook, Word, and Excel, with the ability to learn new systems quickly.
• Must be eligible to work in Japan without requiring visa sponsorship now or in the future.

Nice to have

• Experience working with sales tools such as Highspot for marketing and outreach campaigns.
• Familiarity with Tableau or similar data visualization tools for client activity analysis.
• Previous experience in a SaaS or technology company serving enterprise clients.
• Knowledge of the Japanese market and business culture.
• Exposure to international sales environments and cross-cultural communication.

Skills & tools

• Fluency in Japanese and English.
• CRM platforms: Catalyst, Salesforce, or similar.
• Data visualization: Tableau or equivalent.
• Communication and presentation skills.
• Negotiation and closing skills.
• Microsoft Office Suite: Outlook, Word, Excel.
• Marketing tools: Highspot (preferred).
• Call analysis tools: Gong (used for call reviews).

Practical notes

This position is based in an office setting in Tokyo Prefecture, Japan, where collaboration and team engagement are highly valued. Employees are expected to work on-site five days a week, supporting a collaborative work environment. The role involves regular use of a computer and phone throughout the workday, with limited travel to remote offices or client sites as needed. Candidates should be prepared for ongoing training and development opportunities, and must be eligible to work in Japan without visa sponsorship now or in the future. The position offers a stable work environment with a focus on professional growth, client success, and contributing to the company's strategic objectives.