Associate Director of Sales, Research Data Products

Morningstar, Inc.; New York (NY); Hybrid; USD 112,000 - 160,000; Full time

Job summary

Morningstar, Inc. is seeking an experienced Enterprise Sales professional to grow our institutional data business. You will own a commercial book across asset managers, hedge funds, banks, and trading platforms, with approximately 30% travel.

Based in Chicago, New York, or London, the role requires 5+ years selling market data or analytics, deep licensing experience, and strong consultative selling skills. Base pay ranges from $112,000 to $160,000 plus commission.

Qualifications

• 5+ years selling financial data, analytics, or market data to institutional clients.
• Experience closing new business and expansion deals in a quota-carrying role.
• Experience selling complex, data-driven solutions with non-standard pricing.
• Strong consultative selling skills and ability to translate use cases into opportunities.

Responsibilities

• Own and grow a commercial book across asset managers, hedge funds, trading firms, banks, and wealth platforms.
• Meet and exceed revenue targets focusing on new sales, expansions, and repricing opportunities.
• Identify and develop short- and long-term opportunities and partnerships.
• Lead consultative talks around data usage, licensing scope, and value intensity.
• Collaborate with Product, Legal, and Customer Success to structure optimal commercial solutions.
• Understand client workflows for research, portfolio construction, trading, risk, and analytics.
• Deliver compelling product demonstrations and articulate MorningstarRDP datasets value.
• Maintain pipeline, forecasting, and CRM activity.
• Build trusted relationships with senior decision-makers across research, quants, risk, and heads of research.

Skills

Institutional sales

Quota attainment

Consultative selling

Licensing models

Data licensing

Client engagement

Verbal & written communication

Opportunity development

Education

Bachelor's degree

Tools

CRM

Job description

Collaborate closely with colleagues across Index Data Sales, Product, and Client Service to identify expansion opportunities and deliver tailoredRDPsolutions. Because this role covers a broad range of client segments, it will require approximately 30% travel. The position will be based in Chicago, New York or London.

Responsibilities

• Own and grow a commercial book of business across asset managers, hedge funds, trading firms, banks, and wealth platforms.
• Consistently meet and exceed revenue targets, with a focus on new sales, expansions, and repricing opportunities.
• Identify, qualify, and develop short-term opportunities and long-term strategic partnerships.
• Lead consultative sales conversations around data usage, licensing scope, and value intensity.
• Collaborate closely with Product, Legal, and Customer Success teams to structure optimal commercial solutions.
• Develop a strong understanding of client workflows, including data needs for research, portfolio construction, trading, risk, and analytics.
• Deliver compelling product demonstrations and clearly articulate the value of MorningstarRDPdatasets.
• Maintain accurate pipeline management, forecasting, and activity tracking in CRM.
• Build trusted relationships with senior decision-makers, including PMs, quants, risk teams, and heads of research.

What You Will Bring

• Direct experience selling financial data, analytics, or market data to institutional clients (asset managers, hedge funds, banks, or trading firms).
• Demonstrated success closing new business and expansion deals in a quota-carrying role.
• Experience selling complex, data-driven solutions with non-standard pricing and licensing structures.
• Strong consultative selling skills with the ability to understand client use cases and translate them into commercial opportunities.
• Ability to engage credibly with sophisticated clients across research, investment, trading, and risk functions.
• Familiarity with data licensing models, enterprise agreements, or usage-based pricing.
• Excellent written and verbal communication skills, including the ability to present technical concepts clearly and persuasively.
• Highly organized, proactive, and comfortable managing multiple opportunities simultaneously.

Requirements

• Bachelor's degree required.
• 5+ years' experience in market data, index data, financial analytics, or adjacent data products.
• Willingness to travel up to 30%.

Base Pay Range: $112,000 - $160,000 + 30% Commission

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.