Sales Development Representative (SDR)

5 Minutes ago • All levels

Sales

Job Description

Morningstar's Business Development & Sales group helps financial professionals build their businesses and provide better outcomes for investors. 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.

Good To Have:

Being bilingual is highly preferred.
Conduct outbound sales-led campaigns to engage prospects and generate new opportunities.

Must Have:

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.
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.).
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.
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.
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.

Perks:

75% 401k match up to 7%
Stock Ownership Potential
Company provided life insurance - 1x salary + commission
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
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 (work remotely and collaborate in-person each week, typically three days each week).

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The Group:

Morningstar's Business Development & Sales group is responsible for helping financial professionals build their businesses and provide better outcomes for investors.

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. Being bilingual is highly preferred.

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.

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 work remotely and collaborate in-person each week. While some positions are available as fully remote, we’ve found that we’re at our best when we’re purposely together on a regular basis, typically 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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