Sales Development Representative

Responsibilities

• 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.
• 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).
• 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.

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. Experience in customer‑facing roles, sales, business development, preferably in a B2B or SaaS environment.

Skills

• 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.

Pay

Total Cash Compensation Range $55,725.00‑85,458.33 (inclusive of annual base salary and target incentive).

Benefits

• 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 plans and 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 & Formal Mentorship Opportunities
  • Annual Flex Stipend – $1000 annually to cover personal education & well‑being expenses
  • Tuition Reimbursement
• Social Health
  • Charitable Matching Gifts program