Sales Development Representative

Morningstar, Inc.; Chicago (IL); Hybrid; USD 56,000 - 85,000; Full time

Benefits offered by this job

401k match

Stock ownership

Life insurance

Health benefits

Wellness incentives

Disability insurance

Sabbatical program

Parental leave

Tuition reimbursement

Volunteer days

Employee resource groups

Job summary

Morningstar, Inc. is seeking a motivated Sales/BD professional to qualify and advance Marketing Qualified Leads (MQLs) within defined SLAs. You will craft targeted outreach and manage a robust pipeline with Account Executives to drive opportunities.

You will collaborate with marketing to improve MQL flow, track KPIs, and refine messaging for higher conversion in a fast-paced, hybrid work environment.

Qualifications

• Bachelor's degree required; Business, Marketing or Communications preferred.
• Experience in customer-facing roles, sales or business development in B2B/SaaS.
• Proven track record of exceeding goals and collaboration with cross-functional teams.

Responsibilities

• Lead management and qualification of MQLs within SLAs.
• Outbound calls and campaigns to Morningstar prospects.
• Engage leads via phone, email, and LinkedIn; understand needs.

Skills

Communication

Active listening

Time management

Organization

CRM familiarity

Sales engagement tools

Education

Bachelor's degree

Tools

Salesforce

Sales engagement platforms

Job description

Key Responsibilities:

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.

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) and sales engagement platforms
• 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

  • 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-termdisabilityinsurance

• 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

Total Cash Compensation Range

$55,725.00-85,458.33

Inclusive of annual base salary and target incentive

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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