Sales Development Representative

As a Sales Development Representative (SDR), you will drive revenue by managing and qualifying marketing-qualified leads (MQLs) into sales opportunities. This role involves close collaboration with marketing and sales to identify prospects, nurture leads, and ensure smooth transitions. The ideal candidate possesses strong communication skills, understands sales processes, and has experience with lead management in a fast-paced environment.

Must Have

• Handle and qualify Marketing Qualified Leads (MQLs)
• Make outbound calls and campaigns to prospects
• Engage leads via phone, email, and LinkedIn
• Research and personalize outreach based on needs
• Prioritize leads using scoring criteria
• Conduct outbound sales-led campaigns
• Create and manage a pipeline of opportunities
• Set up meetings, demos, and sales calls
• Track all lead interactions using CRM
• Collaborate with marketing on lead quality
• Partner with sales for seamless lead handoff
• Report on lead metrics and conversion rates
• Provide insights for qualification process improvement
• Track key performance indicators (KPIs)
• Stay updated with industry trends and competitors
• Provide feedback to marketing on MQL quality
• Seek learning opportunities for product knowledge
• Excellent communication and interpersonal skills
• Strong organizational and time-management skills
• Familiarity with CRM and sales engagement platforms
• Ability to work in a fast-paced, dynamic environment
• Data-driven mindset for actionable insights

Perks & Benefits

• 75% 401k match up to 7%
• Stock Ownership Potential
• Company provided life insurance - 1x salary + commission
• Comprehensive health benefits (medical/dental/vision)
• Potential premium discounts and company-provided HSA contributions (up to $500-$2,000 annually)
• Additional medical Wellness Incentives - up to $300-$600 annual
• Company-provided long- and short-term disability insurance
• Trust-Based Time Off
• 6-week Paid Sabbatical Program
• 6-Week Paid Family Caregiving Leave
• Competitive 8-24 Week Paid Parental Bonding Leave
• Adoption Assistance
• Leadership Coaching & Formal Mentorship Opportunities
• Annual Education Stipend
• Tuition Reimbursement
• Charitable Matching Gifts program
• Dollars for Doers volunteer program
• Paid volunteering days
• 15+ Employee Resource & Affinity Groups
• Hybrid work environment (four days in-office each week)

Job Summary:

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.

Key Responsibilities:

Lead Management & Qualification:

• Handle and qualify all Marketing Qualified Leads (MQLs) provided by the marketing team within predetermined Service Levels Agreements.
• 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.
• Research potential leads and personalize outreach based on their business needs and challenges.
• Use lead scoring criteria to prioritize leads based on their readiness to buy.
• When needed or time allows, conduct outbound sales-led campaigns to engage prospects and generate new opportunities.

Pipeline Development:

• Create and manage a pipeline of potential opportunities, nurturing leads through the early stages of the sales funnel.
• Set up meetings, demos, and sales calls between qualified prospects and Account Executives or sales managers.
• Stay organized and track all lead interactions using the company’s CRM system (e.g., Salesforce, HubSpot, etc.).

Collaboration:

• Work closely with marketing to provide feedback on lead quality and align on strategies to improve MQL flow and conversion.
• Partner with the sales team to ensure a seamless handoff of leads and provide context for ongoing conversations.

Reporting & Analytics:

• Regularly report on lead metrics such as conversion rates, outreach success, and pipeline growth.
• Provide insights and recommendations for improving the qualification process and increasing conversion rates.
• Track and monitor key performance indicators (KPIs) such as number of calls, emails, meetings set, and opportunities generated.

Continuous Improvement:

• Stay updated with industry trends, market conditions, and competitor offerings to refine messaging and approach.
• Provide feedback to the marketing team regarding the quality of MQLs and suggest improvements for lead generation campaigns.
• Proactively seek out learning opportunities to improve product knowledge, sales techniques, and industry expertise.

Qualifications:

Internal Candidates:

• Proven track record of exceeding goals and minimum of 6 months at Morningstar.
• Must be in good standing with the company, demonstrating professionalism, a positive attitude, and alignment with company values.

External Candidates:

• Bachelor’s degree. Preferred concentrations are Business, Marketing, Communications, or a related field is preferred.
• Experience in customer facing roles, sales, business development, preferably in a B2B or SaaS environment.

Skills (For All Candidates):

• 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.

Compensation and Benefits

At Morningstar we believe people are at their best when they are at their healthiest. That’s why we champion your wellness through a wide-range of programs that support all stages of your personal and professional life. Here are some examples of the offerings we provide:

• Financial Health
• 75% 401k match up to 7%
• Stock Ownership Potential
• Company provided life insurance - 1x salary + commission

• Physical Health
• Comprehensive health benefits (medical/dental/vision) including potential premium discounts and company-provided HSA contributions (up to $500-$2,000 annually) for specific plans and coverages
• Additional medical Wellness Incentives - up to $300-$600 annual
• Company-provided long- and short-term disability insurance

• Emotional Health
• Trust-Based Time Off
• 6-week Paid Sabbatical Program
• 6-Week Paid Family Caregiving Leave
• Competitive 8-24 Week Paid Parental Bonding Leave
• Adoption Assistance
• Leadership Coaching & Formal Mentorship Opportunities
• Annual Education Stipend
• Tuition Reimbursement

• Social Health
• Charitable Matching Gifts program
• Dollars for Doers volunteer program
• Paid volunteering days
• 15+ Employee Resource & Affinity Groups

Morningstar's hybrid work environment gives you the opportunity to collaborate in-person each week as we've found that we're at our best when we're purposely together on a regular basis. In most of our locations, our hybrid work model is four days in-office 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.

How to Apply for a Job at Morningstar

Step 1

When you find a position you're interested in, click the 'Apply' button. Please fill out this form completely, attaching your resume and cover letter in the approved format. Read the job requirements carefully and make sure to attach writing or design samples as required. Applicants must submit their resume and other information through our corporate website to be considered for a job at Morningstar. No phone calls, please.

Step 2

You will receive an email notification to confirm that we've received your application.

Step 3

If you are called in for an interview, a representative from Morningstar will contact you to set up a date, time, and location. Be prepared for a rigorous interview process. To make sure you're a good fit for Morningstar and we're a good fit for you, we'll schedule time for you to meet with multiple staff members at all levels of the company. Expect to return for multiple interviews as part of the process. A representative from Morningstar will contact you with the results of your interview—either with a job offer or to let you know our plans for the position.

Applicants With Disabilities Who Need Accommodation

Morningstar is committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please call +1 312 384-3900 or email AskHR@morningstar.com and let us know the nature of your request and your contact information.

Please note:

• We only accept calls from applicants who need accommodation related to a disability. Please, no calls with unrelated questions or requests.
• Please be sure to include the title and location of the open position you’re interested in when you leave a message.

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Morningstar is strongly committed to creating and preserving equal opportunity for all employees and applicants. We make all employment decisions—including recruitment, hiring, compensation, training, promotion, transfer, discipline, termination, and other personnel matters—without regard to race, color, ancestry, religion, sex, national origin, age, disability, protected veteran status, marital status, sexual orientation, genetic information, citizenship, gender identity and expression, parental status, or other legally protected characteristics or conduct.