Sales Development Representative

The Group

Morningstar’s Business Development & Sales group is responsible for helping financial professionals build their businesses and provide better outcomes for investors.

As a Sales Development Representative (SDR), you will play a critical role in driving the company’s revenue by managing and qualifying marketing-qualified leads (MQLs) into sales opportunities. This position involves working closely with the marketing and sales teams to identify prospects, nurture leads, and ensure seamless transitions to the sales team. The ideal candidate has strong communication skills, an understanding of sales processes, and experience with lead management in a fast-paced environment.

This role is a hybrid role with a required 4 days a week in our Chicago office.

• 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 Linked In 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.
• 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.
• Stay organized and track all lead interactions using the company’s CRM system (e.g., Salesforce, Hub Spot, etc.).
• 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.
• 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.
• 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.

• Bachelor’s degree. Preferred concentrations are Business, Marketing, Communications, or a related field.
• Experience in customer-facing roles, sales, business development, preferably in a B2B or SaaS environment.
• 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, Hub Spot) and sales engagement platforms (e.g., Outreach, Sales Loft).
• 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.
• Bilingual skills in a business language are a plus.

• Base salary range: $55,725 – $85,458 (Total Cash Compensation includes Base + Target Incentive).
• Role does not qualify for immigration sponsorship.
• 100% 401k match up to 6% of salary.
• Stock ownership potential.
• Company-provided life insurance – 1x salary plus commission.
• Comprehensive health benefits (medical, dental, vision) including potential premium discounts and company-provided HSA contributions (up to $500-$2,000 annually) for specific plans and coverages.
• Additional medical wellness incentives – up to $300-$600 annually.
• Company-provided long- and short-term disability insurance.
• 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 and formal mentorship opportunities.
• Annual flex stipend – $1,000 annually to cover personal education and well-being expenses.
• Tuition reimbursement.
• Charitable matching gifts program – dollars for doing volunteer programs.
• Paid volunteering days: 15+.
• Employee Resource & Affinity Groups.
• Hybrid work environment: four in-office days per week in most locations.

Morningstar is an E-Verify program participant. Employment decisions are made without regard to race, color, ancestry, religion, sex, national origin, age, disability, protected veteran status, marital status, sexual orientation, genetic information, citizenship, gender identity, or expression.