Associate Director of Sales, Research Data Products

Morningstar; New York (NY); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid work model

Collaborative environment

Job summary

Morningstar is seeking a senior institutional sales professional to grow a commercial book across asset managers, hedge funds, banks, and trading firms. You will lead data-driven conversations, demonstrate Morningstar RDP datasets, and expand opportunities while traveling up to 30%.

The role collaborates with Product, Legal, and Customer Success to deliver tailored commercial solutions, with a strong focus on understanding client workflows, licensing structures, and value realization.

Qualifications

• Direct experience selling financial data, analytics, or market data to institutional clients.
• Proven track record closing new business and expansions in a quota-carrying role.
• Experience selling complex, data-driven solutions with non-standard pricing.
• Strong consultative selling skills translating use cases into opportunities.
• Ability to engage credibly with senior decision-makers across research, investment, trading, and risk.
• Familiarity with data licensing models or enterprise agreements.
• Excellent written and verbal communication skills.
• Highly organized and proactive in managing multiple opportunities.

Responsibilities

• Own and grow a commercial book of business 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, qualify, and develop short-term opportunities and long-term strategic partnerships.
• Lead consultative conversations around data usage, licensing scope, and value.
• Collaborate with Product, Legal, and Customer Success to structure optimal commercial solutions.
• Develop understanding of client workflows including data needs for research, portfolio construction, trading, risk, and analytics.
• Deliver product demonstrations and articulate the value of Morningstar RDP datasets.
• Maintain pipeline management, forecasting, and activity tracking in CRM.
• Build trusted relationships with senior decision-makers such as PMs, quants, risk teams, and heads of research.

Skills

Institutional sales

Quota carrying

Consultative selling

Data licensing

Executive engagement

Communication

Time management

Cross-functional collaboration

Education

Bachelor’s degree

Job description

Collaborate closely with colleagues across Index Data Sales, Product, and Client Service to identify expansion opportunities and deliver tailored RDP solutions. 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 Morningstar RDP datasets.
• 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%.

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.

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