Sales Development Representative

About Morningstar: Morningstar is a leading global provider of independent investment insights, serving both individual and institutional investors across public and private markets. Our offerings include a wide range of data, research, and investment management services, with $300+ billion in assets under management. Operating in 32 countries, Morningstar supports financial advisors, asset managers, retirement plan providers, and more with comprehensive investment solutions.
The Role: As a Sales Development Representative (SDR), you will play a critical role in driving the company's revenue by managing and qualifying marketing-qualified leads (MQLs) into sales opportunities. This position involves working closely with the marketing and sales teams to identify prospects, nurture leads, and ensure seamless transitions to the sales team. The ideal candidate has strong communication skills, an understanding of sales processes, and experience with lead management in a fast-paced environment. Being bilingual is highly preferred.
What You'll Do / Responsibilities

• Qualify and manage all Marketing Qualified Leads (MQLs) within predetermined Service Level Agreements (SLAs), engaging prospects through outbound calls, emails, and LinkedIn to understand their needs and business challenges. Research potential leads to tailor outreach based on their specific requirements and use lead scoring criteria to prioritize those most ready to buy. Additionally, execute outbound sales-led campaigns when needed to generate new opportunities and expand Morningstar's prospect pipeline.

• Develop and manage a pipeline of potential opportunities, nurturing leads through the early stages of the sales funnel. Schedule meetings, demos, and sales calls between qualified prospects and Account Executives or sales managers. Maintain organization by tracking all lead interactions using the company's Customer Relationship Management (CRM) system, such as Salesforce or HubSpot.

• Collaborate with the marketing team to provide feedback on lead quality and align strategies to improve the flow and conversion of Marketing Qualified Leads (MQLs). Work closely with the sales team to ensure a seamless handoff of leads, providing relevant context for ongoing conversations.

• Regularly report on lead metrics, including conversion rates, outreach success, and pipeline growth. Analyze key performance indicators (KPIs) such as the number of calls, emails, meetings set, and opportunities generated. Provide insights and recommendations to enhance the qualification process and improve conversion rates.

• Stay informed about industry trends, market conditions, and competitor offerings to refine messaging and outreach strategies. Continuously provide feedback to the marketing team on Marketing Qualified Lead (MQL) quality and suggest improvements for lead generation campaigns. Proactively seek learning opportunities to enhance product knowledge, sales techniques, and industry expertise.

• Make outbound calls and campaigns to potential Morningstar Prospects.

• Engage with leads via phone calls, emails, and LinkedIn to understand their needs and pain points.

Who You Are / Requirements / Qualifications

• Bachelor's degree inBusiness, Marketing, Communications, or a related field is preferred.

• Sales Career Focused. Experience in sales, business development, preferably in a B2B or SaaS environment.

• Excellent communication and interpersonal skills, with a focus on active listening and the ability to ask the right questions.

• Strong organizational and time-management skills to handle multiple prospects and tasks.

• Familiarity with CRM tools (e.g., Salesforce, HubSpot) and sales engagement platforms (e.g., Outreach, SalesLoft).

• Ability to work in a fast-paced, dynamic environment with a strong sense of urgency.

• Data-driven mindset with the ability to analyze lead data and draw actionable insights.

• Being bilingual in French, German, Italian, Spanish, and/or other European languages highly preferred

Ready to Shape the Future? At Morningstar, every hire we make strengthens our mission to empower investor success. Apply now and help shape the future of investing with us.
Morningstar's hybrid work environment gives you the opportunity to work remotely and collaborate in-person each week. We've found that we're at our best when we're purposely together on a regular basis, at least three days each week. A range of other benefits are also available to enhance flexibility as needs change. No matter where you are, you'll have tools and resources to engage meaningfully with your global colleagues.
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