Associate Director Of Sales, Research Data Products

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

Benefits offered by this job

Hybrid work model

Commission-based incentive

Job summary

Morningstar is seeking an experienced sales professional to own and grow a commercial book across asset managers, hedge funds, banks, and trading firms. The role requires travel up to 30% and will be based in Chicago, New York, or London with a focus on data licensing and pricing.

You will lead consultative sales conversations, deliver product demonstrations of Morningstar RDP datasets, and manage opportunities through CRM in collaboration with Product, Legal, and Customer Success teams.

Qualifications

• Direct experience selling financial data, analytics, or market data to institutional clients (asset managers, hedge funds, banks, or trading firms).
• Experience closing new business and expansion deals in a quota-carrying role.
• Experience selling data-driven solutions with non-standard pricing and licensing structures.

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.
• Lead consultative sales conversations around data usage, licensing scope, and value intensity.
• 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 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.

Skills

Sales experience

Institutional clients

Financial data analytics

Complex licensing

Consultative selling

CRM & pipeline management

Executive stakeholder engagement

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 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%.

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.

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