Field Activation Manager

About the Role:

Field Activation is a function under the broader team of Enablement and an integral part of the Marketing organization. This broader organization at PitchBook is critical to fueling the company’s growth by utilizing a variety of strategies to support our Sales and Customer Success departments grow and retain our client base. The Marketing team is responsible for all demand generation efforts by executing engaging campaigns, effective product marketing strategies, and attending client and trade-show events. The Marketing team is also responsible for promoting the PitchBook brand and managing internal communications.

The Enablement team provides Sales and Customer Success leaders and representatives with insights, learning materials, content, and resources to help them drive growth, retention, and expansion. As a function within this team, the Enablement team partners with the broader Marketing team to take materials, messaging, and playbooks, and work hand in hand with Sales and Customer Success representatives to personalize, prioritize, use, and activate full-funnel and convert pipeline. This role is responsible for developing and deploying field initiatives that enable customer-facing teams to execute the core functions of their jobs more effectively, especially as it relates to growth, retention, and expansion. Success is measured by full-funnel conversions and pipeline acceleration.

Primary Job Responsibilities:

• Work hand in hand with Sales and Customer Success representatives to understand their pain points, funnel gaps, and path to revenue opportunities  
• Work with Field Activation and the broader Enablement team to develop, execute, optimize, and assess programs to help sellers in the field close revenue at accelerated rates
• Understand Sales Enablement priorities and content queue, providing feedback loop back from teams how field usage is being utilized or not
• Determine and prioritize pipeline opportunities with Sales and Customer Success stakeholders
• Communicate plan of action to help drive lead and demo conversions to stakeholders
• Build a trusted relationship with Sales and Customer Success teams, not being afraid to roll up sleeves and partner with them on the ground floor to understand our customer, test messaging and playbooks, and continually push Sales-led touchpoints throughout the funnel
• Manage Sales messaging creation, mentoring a team of copywriters to hone in on various messaging tactics to use across various lead and customer types; test and learn to help scale Sales team with copy that works to accelerate conversions
• Define, develop, measure, and communicate performance data to understand the business impact of field efforts and incorporate learnings to continuously iterate on the field activation strategy
• Serve as a communication channel for Marketing to ensure Sales and Customer Success teams have the right information at the right time, both for their own education and for prospect and client education
• Build and maintain close partnerships with the Marketing team (Campaigns, Demand Generation, Sales Enablement, Customer Insights, Marketing Operations, Content Strategy, and more) as well as Product, Sales, and Customer Success to develop strategies that support shared goals around customer usage, revenue generation, and more
• Utilize data-driven decision making to influence future enablement strategies; continually dive into analytics for learning and optimization opportunities
• Monitor industry trends and stay up to date on new technology and techniques
• Support the vision and values of the company through role modeling and encouraging desired behaviours
• Participate in various company initiatives and projects as requested

Skills and Qualifications:

• Bachelor’s degree or equivalent experience required
• 5 years of B2B sales and/or marketing experience, SaaS preferred, in sales enablement, sales support, go to market, or customer success teams
• Passion for customers and cross-functional collaboration, with direct experience in go to market focused roles
• Strong understanding of the sales environment, including sales content, tools, and trainings
• Top-notch analytical skills with a proven ability to work through data and multiple attribution models to find opportunities and actionable insights and clearly communicate to a diverse set of stakeholders
• Work well cross functionally, building strong relationships to effectively partner across Marketing teams and with leaders from Sales, Customer Success, Product, and Operations organizations to obtain shared success
• Strong project manager with the ability to coordinate efforts across multiple teams and priorities
• Constantly show bias toward action; driving results and innovation is your preferred path forward
• Excellent written and verbal communication skills, including the ability to influence others and to drive clarity and accountability around goals, success criteria, workstreams, and timelines for themselves and others
• Ability to juggle and prioritize multiple projects at once in a fast-paced and results oriented environment
• Excellent organizational skills, attention to detail, and a strong sense of urgency and follow-through
• Desire and ability to be a team player who appreciates a unique, entrepreneurial, and collaborative environment
• Resourceful self-starter who is comfortable with ambiguity and adaptive to change
• Energetic, friendly, and self-motivated attitude
• Proficiency with the Microsoft Office suite including in-depth knowledge of Outlook, Word, and Excel with the ability to pick up new systems and software easily
• Knowledge of HighSpot and Salesforce is preferred

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: $75,300-$145,000
• Target annual bonus percentage: 10%

*Starting pay will be based on several factors and commensurate with qualifications & experience. We also have a location-based compensation structure; there may be different ranges for candidates by location. 

Working Conditions:

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.

Life At PB:

We are consistently recognized as a Best Place to Work and our culture is at the heart of our success. It’s our fundamental belief that people do and create great things and that people are the cornerstone of prosperity. We believe that proactively seeking out different points of view, listening to others, learning, and reflecting on what we’ve heard creates a sense of belonging within PitchBook and strengthens the PitchBook community.

We are excited to get to know you and your background. Concerned that you might not meet every requirement? We encourage you to still apply as you might be the right candidate for the role or other roles at PitchBook.

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