Global Sales Executive

Morningstar, Inc.; New York (NY); On-site; USD 170,000 - 203,690; Full time

Benefits offered by this job

100% 401k match up to 6% of salary

Comprehensive health benefits

Paid sabbatical program

Tuition reimbursement

Trust-based time off

Job summary

Morningstar, Inc. is seeking a Global Sales Director to lead engagement across key global accounts based in New York City. This role focuses on driving revenue growth in ESG data, research, and ratings through renewals and strategic partnerships.

The ideal candidate will have 10+ years in sales, a deep understanding of ESG trends, and exceptional relationship-building skills. Morningstar offers a hybrid work model with numerous wellness and financial benefits.

Qualifications

• 10+ years of progressive sales and/or account management experience.
• Proven track record of exceeding revenue and growth targets.
• Deep knowledge of ESG and sustainability data trends.
• Exceptional communication and presentation skills.
• Strong strategic thinking, commercial acumen, and planning capabilities.
• Experience collaborating across global teams.

Responsibilities

• Own and expand a global portfolio of top-tier strategic accounts.
• Cultivate strong, trust-based executive relationships.
• Develop and execute strategic account plans.
• Drive sales excellence and ensure disciplined pipeline management.
• Lead strategic negotiations for renewals and expansions.
• Champion Morningstar’s sales methodology.

Skills

Sales and account management experience

Relationship building

Commercial mindset

Strategic thinking

Communication and presentation skills

Collaboration across teams

Education

Bachelor's degree

MBA, CFA, CAIA or similar credentials

Tools

Salesforce

Excel

PowerPoint

Job description

About the Role

Morningstar Sustainalytics is seeking a dynamic and strategic Global Sales Director to lead our engagement across some of our largest and most influential global accounts. Based in New York City, this leader will drive revenue growth in our ESG data, research, and ratings product lines through a balanced focus on renewals, account expansion, and strategic partnerships. In this highly visible role, the Global Sales Director will work in close collaboration with our global sales team-particularly colleagues based in the UK to align account strategies, coordinate coverage, and deliver a unified, clientcentric experience.

Success in this role requires exceptional relationshipbuilding skills, a strong commercial mindset, and a proven ability to uncover new opportunities within complex global organizations. The Global Sales Director will play a critical role in growing our share of wallet, expanding our global footprint, and deepening longterm partnerships across an established and highpotential portfolio.

Responsibilities

• Own and expand a global portfolio of toptier strategic accounts, driving renewals, identifying whitespace, and executing growth initiatives that increase share of wallet and overall client footprint.
• Cultivate strong, trustbased executive relationships across complex global organizations to deepen partnerships, unlock new opportunities across the Sustainalytics portfolio, and enable crossselling across the broader Morningstar ecosystem.
• Develop and execute strategic account plans aligned with global sales objectives, working closely with UK and regional partners to ensure coordinated global coverage and a seamless client experience.
• Serve as the voice of the client, delivering structured insights and market feedback to Product, Solutions, ESG Research, and Data teams to ensure our offerings evolve with client needs.
• Drive sales excellence and operational rigor, ensuring disciplined pipeline management, accurate forecasting, and strong CRM hygiene within Salesforce.
• Partner with Client Success, Operations, and Support to ensure smooth onboarding, an outstanding client experience, and the adoption of best practices across the global account base.
• Lead strategic negotiations for renewals and expansions while maintaining pricing discipline, commercial consistency, and longterm partnership value.
• Champion Morningstar's sales methodology, promoting thoughtful account planning, disciplined territory management, and bestinclass relationship management practices.
• Contribute to a culture of collaboration and performance, mentoring peers and influencing broader sales behaviors, with or without direct managerial responsibility.
• Represent Morningstar Sustainalytics externally through client engagements, thought leadership, and participation in industry forums-particularly on ESG, sustainability data, and market trends.

Qualifications

• 10+ years of progressive sales and/or account management experience within financial services, data, research, analytics, or adjacent sectors.
• Proven track record of exceeding revenue, renewal, and growth targets, particularly within complex global or enterprise accounts.
• Deep knowledge of ESG and sustainability data trends, and how global investors, asset managers, and corporates incorporate ESG insights into decisionmaking.
• Exceptional communication and presentation skills, with the ability to influence senior stakeholders and articulate compelling value propositions.
• Demonstrated success collaborating across global, crossfunctional teams, including sales, product, operations, and technical groups.
• Strong strategic thinking, commercial acumen, and longrange planning capabilities.
• Highly organized with excellent time management, prioritization, and multitasking skills in a fastpaced environment.
• Proficiency in Salesforce, Excel, PowerPoint, and related productivity tools.
• Bachelor's degree required; MBA, CFA, CAIA, or similar credentials are a strong plus.
• Willingness to travel up to 25%.

Competencies

• Strategic Relationship Building - Builds deep, multithreaded relationships across global client organizations.
• Commercial Drive & Execution - Maintains relentless focus on results, revenue growth, and uncovering new opportunities.
• Global Collaboration - Works seamlessly across regions and time zones, ensuring alignment with crossfunctional partners.
• ClientCentric Mindset - Anticipates client needs, listens actively, and translates insights into strategic action.
• Influence & Negotiation - Navigates complex negotiations with confidence, driving mutually beneficial outcomes.
• ESG Market Fluency - Understands the evolving ESG landscape and links client workflows to our data and research offerings.
• Operational Excellence - Upholds high standards in forecasting, planning, CRM discipline, and sales process execution.
• Adaptability & Resilience - Thrives amid change, adjusting quickly to evolving client and market dynamics.

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
  • 100% 401k match up to 6% of salary
• 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 plansand 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 Leave
  • Adoption Assistance
  • Leadership Coaching & FormalMentorshipOpportunities
  • Annual Flex Stipend - $1000 annually to cover personal education & well-being expenses
  • 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.

Base Salary Range: $170,000 - 203,690

Variable Target: 66%