Sales Development Representative

Morningstar’s Business Development & Sales group is responsible for helping financial professionals build their businesses and provide better outcomes for investors. In the Sales Development Representative (SDR) role, you will represent Morningstar’s software, tools, and services to potential clients, focusing on proactive outbound prospecting to generate new business opportunities.

Responsibilities

• Act as the engine of our sales team, driving outbound prospecting efforts to generate and qualify new business opportunities
• Run a high volume of outbound outreach activities (calls, emails, and LinkedIn engagement) to connect with decision-makers aligned with our ideal customer profile
• Work with a strong sense of urgency, translating into consistent outbound activity, with an expectation of approximately 50 calls per day
• Take a data-driven approach to identifying and prioritising outbound prospects based on job function, industry, and fit
• Proactively initiate contact with target accounts and develop new relationships through structured outbound engagement
• Ask thorough and pointed questions, guiding potential clients through needs assessment and discovery sessions to qualify prospects and drive new opportunities
• Act as consultants, understanding client needs and positioning Morningstar’s data and software accordingly
• Demonstrate strong product knowledge when engaging with prospects through outbound outreach and follow-up conversations
• Work closely with client service, sales, product, and marketing teams

Skills

• Bachelor's degree
• Fluent in English
• Sales career focus, with a strong interest in outbound sales and business development
• Strong prioritisation skills, with the ability to focus outbound efforts on high-value prospects in a high-volume environment
• Stellar and professional communication skills, both verbally and in writing
• Strong negotiation skills and the ability to effectively advance outbound-generated opportunities through the sales cycle
• Self-motivated, resilient, and comfortable with proactive outbound activity and rejection
• Consistently driven to meet and exceed daily, weekly, and monthly outbound activity and performance goals
• Team players with an entrepreneurial mindset, willing to test new outbound approaches and improve processes
• Interest in financial markets or services, particularly investing
• Positive, focused, goal-oriented mindset, able to stay motivated in a high-volume outbound environment both individually and as part of a team
• Additional European languages (e.g., German, French, Spanish, Italian)
• Experience in sales or business development, preferably in a B2B or SaaS environment
• Familiarity with CRM tools (e.g., Salesforce) and sales engagement platforms (e.g., ZoomInfo, LinkedIn Sales Navigator)

Benefits

• Commission Target: 66% Annual
• This role offers a commission target which may vary by up to ±15% depending on final plan design and business factors.
• 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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