Inside Sales Representative (Outbound)

About the role

At PitchBook, we are dedicated to fostering growth, innovation, and excellence in our services. As part of our dynamic Account Management & Customer Success team, your primary responsibility will be to drive new business opportunities through outbound prospecting and lead management. You will play a vital role in expanding our customer base by engaging potential clients, nurturing relationships, and supporting the overall sales pipeline. This position offers an exciting opportunity to develop your sales skills within a fast-paced, collaborative environment that values teamwork, learning, and continuous improvement. You will be instrumental in helping PitchBook maintain its reputation as a leader in private market data and analytics, contributing directly to our growth objectives.

Key facts

What you'll do

• Conduct outbound prospecting activities to identify and engage potential clients, including cold calls, emails, and social media outreach, with the goal of generating qualified sales opportunities for the sales team.
• Manage incoming leads efficiently, ensuring timely follow-up and qualification to maximize conversion rates.
• Perform discovery calls with prospects to understand their needs, challenges, and goals, ensuring a thorough assessment before passing qualified opportunities to Account Managers or Business Development Representatives.
• Achieve or exceed monthly and quarterly targets for pipeline development, opportunity qualification, and revenue contribution, demonstrating a strong drive for results.
• Collaborate closely with Account Managers, Business Development Representatives, and Customer Success Managers within a designated set of accounts to coordinate outreach efforts, share insights, and develop strategies for account growth.
• Assist in reactivating stalled or dormant opportunities by re-engaging contacts, providing updated information, and maintaining momentum throughout the sales cycle.
• Conduct research on accounts and territories to identify new contacts, decision-makers, and potential areas for expansion, leveraging tools such as LinkedIn Sales Navigator.
• Use outreach tools like Outreach.io and Highspot to craft personalized, compelling messaging that resonates with prospects and encourages engagement.
• Maintain detailed and accurate records of all interactions, opportunities, and activities in Salesforce to ensure transparency, facilitate team collaboration, and support pipeline management.
• Analyze sales interactions and call recordings in Gong to gain insights, identify areas for improvement, and refine outreach strategies for better results.
• Develop a comprehensive understanding of PitchBook's products, services, and the private capital markets to effectively communicate value propositions and address client needs during outreach.
• Participate actively in team meetings, training sessions, and company initiatives aimed at improving sales techniques, product knowledge, and overall team performance.
• Contribute to a positive team environment by sharing best practices, supporting colleagues, and embodying PitchBook's core values of integrity, collaboration, and excellence.
• Stay updated on industry trends, market developments, and competitors to ensure outreach remains relevant and competitive.
• Support the onboarding and mentoring of new team members, sharing insights and strategies to help them succeed.
• Engage with cross-functional teams, including marketing and product development, to provide feedback from clients and prospects that can inform product enhancements and marketing campaigns.
• Demonstrate a proactive attitude, willingness to learn, and adaptability in a fast-changing environment, always seeking ways to improve personal and team performance.

Requirements

• A Bachelor's degree is required.
• At least 1 year of experience in outbound prospecting, sales development, or a similar role.
• Proven ability to generate and qualify leads through outbound activities, with a track record of meeting or exceeding targets.
• Strong client-focused mindset with excellent communication skills, both verbal and written, capable of engaging diverse audiences.
• Familiarity with Salesforce or similar CRM platforms is preferred, with the ability to maintain detailed records and manage pipelines effectively.
• Interest in financial markets, private equity, venture capital, or related sectors, with a desire to develop expertise in these areas.
• Ability to work with urgency, prioritize tasks effectively, and manage multiple opportunities simultaneously.
• Goal-oriented, persistent, and resilient, with a proactive approach to overcoming challenges and objections.
• Strong organizational skills, with attention to detail and accuracy in data entry and record keeping.
• Comfortable engaging with a wide range of clients and decision-makers across different industries and regions.
• Ability to work independently and as part of a team, demonstrating flexibility and a willingness to learn.
• Proficiency in Microsoft Office applications, especially Outlook, Word, and Excel, with the capacity to quickly learn new tools and systems.
• Must have authorization to work in the United Kingdom without requiring visa sponsorship now or in the future.

Nice to have

• Experience with outreach tools such as Outreach.io and Highspot, or similar sales engagement platforms.
• Knowledge of the private capital markets, private equity, venture capital, or financial services industry.
• Previous experience working in a SaaS or technology sales environment, understanding the nuances of selling software solutions.
• Familiarity with sales methodologies and best practices for outbound prospecting and lead qualification.
• Ability to analyze sales data and metrics to identify trends, opportunities, and areas for improvement.
• Multilingual skills or experience working with international clients would be advantageous, though not required.

Skills & tools

• Salesforce or similar CRM experience for managing contacts, opportunities, and sales activities.
• Proficiency with LinkedIn Sales Navigator for prospect research and engagement.
• Experience with Outreach.io, Highspot, Gong, or other sales engagement and analytics tools.
• Excellent communication skills, both verbal and written, with the ability to craft compelling messages.
• Strong organizational skills and attention to detail to ensure accurate record-keeping and follow-up.
• Ability to analyze data, interpret insights, and adjust outreach strategies accordingly.
• Proficiency in Microsoft Office Suite, especially Outlook, Word, and Excel, with quick adaptability to new software.

Practical notes

• Our benefits package includes private medical insurance, dental coverage, additional wellness incentives, life insurance, paid sabbatical after four years, and paid parental leave.
• We encourage candidates to apply directly through our careers page, providing a comprehensive overview of their experience and motivation.
• This is an on-site role based in London, requiring presence at our office location.
• The role involves engaging with clients and prospects primarily during UK business hours, with flexibility as needed.
• We value diversity and are committed to creating an inclusive environment for all employees.
• Candidates should be prepared to participate in a structured interview process, which may include assessments and multiple interview stages.
• We support professional development and offer opportunities for growth within the company.
• Candidates must have the legal right to work in the United Kingdom without visa sponsorship.
• The position offers an excellent opportunity to develop a career in sales within the financial technology sector, working with a talented and motivated team.