SDR Manager: Lead, Coach & Scale Pipeline

Morningstar, Inc.; Chicago (IL); Hybrid; USD 116,000 - 178,000; Full time

Benefits offered by this job

401k match

Stock ownership

Health benefits

Sabbatical (6 weeks)

Parental leave

Job summary

Morningstar, Inc. is seeking an SDR Manager to lead and scale a high-performing Sales Development team in a hybrid environment. You will drive outbound lead generation, coach talent, and optimize processes to sustain qualified pipeline for the sales organization.

The ideal candidate excels in people leadership, data-driven decision-making, and building scalable development programs, partnering with Sales, Marketing, and Revenue Operations to achieve growth in a fast-paced setting.

Qualifications

• Bachelor's degree required.
• 2-3+ years of leadership experience in sales development, inside sales, business development, or a related function.
• Proven success leading, coaching, and developing SDR teams.
• Strong understanding of outbound prospecting, lead generation, qualification, and pipeline development.
• Experience partnering cross-functionally with Sales, Marketing, and Operations.
• Proven ability to analyze performance metrics and drive improvement.
• Experience using CRM and sales engagement platforms such as Salesforce, HubSpot, Outreach, Salesloft, or similar.

Responsibilities

• Hire, onboard, train, and develop Sales Development Representatives.
• Provide coaching, feedback, and performance management to maximize productivity.
• Foster a collaborative, accountable team culture with continuous improvement.
• Design and execute outbound prospecting and lead generation strategies.
• Partner with Marketing and Sales to align activities and target accounts.
• Develop and maintain outreach best practices and cadences.
• Track KPIs and communicate pipeline contribution and performance.
• Set team goals aligned with organizational objectives and ensure accountability.
• Identify gaps and implement coaching/improvement plans.
• Leverage CRM and sales-tech to improve efficiency and reporting.
• Evaluate processes and data to improve lead conversion outcomes.
• Collaborate with Revenue Ops to improve reporting and forecasting.
• Provide leadership updates on performance and pipeline.
• Share market feedback to inform commercial strategies.

Skills

Leadership

Coaching

Outbound prospecting

Data-driven decisions

CRM proficiency

Cross-functional collaboration

Communication

Analytics

Problem solving

Education

Bachelor's degree

Tools

Salesforce

HubSpot

Outreach

Salesloft

Job description

Morningstar, Inc. is seeking an SDR Manager to lead and scale a high-performing Sales Development team in a hybrid environment. You will drive outbound lead generation, coach talent, and optimize processes to sustain qualified pipeline for the sales organization.

The ideal candidate excels in people leadership, data-driven decision-making, and building scalable development programs, partnering with Sales, Marketing, and Revenue Operations to achieve growth in a fast-paced setting.