The Role
The Sales Development Representative will qualify and manage leads, develop pipelines, coordinate meetings, and collaborate with marketing and sales teams. They will also report on lead metrics and continuously improve strategies based on analytics.
Summary Generated by Built In
Key Responsibilities:
Lead Management & Qualification:
Pipeline Development:
Collaboration:
Reporting & Analytics:
Continuous Improvement:
Qualifications:
Internal Candidates:
External Candidates:
Skills (For All Candidates):
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:
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.
001_MstarInc Morningstar Inc. Legal Entity
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.
001_MstarInc Morningstar Inc. Legal Entity
Top Skills
Hubspot
Outreach
Salesforce
Salesloft
What the Team is Saying
Raaghavendar
Associate Software Engineer
Saurabh
Senior Software Engineer
Anna
Team Lead of Software Engineering
Wendell
Head of Sales, Institutional Equity Research
Jeff
Head of Technology and Product
Upasna
Software Engineer, Data Collections - AI R&D
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The Company
What We Do
At Morningstar, we believe in building great products in-house in a highly collaborative, agile environment where we focus on technical excellence, the user experience, and continuous improvement. Our technologists represent a range of skills and experience levels, but they all view their work as a craft and push technology’s boundaries.
Why Work With Us
Imagining big things is in our blood -- it's transformed us from a company with just a few employees in 1984 to a leading independent investment research company with a worldwide presence today. As of April 2020, we acquired Sustainalytics to drive long-term meaningful outcomes for investors in the ESG space. Join us on this exciting journey!
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Morningstar Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Typical time on-site:
3 days a week
