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 advisors, institutional clients, and individual professionals. Our SDRs are the first point of contact for the majority of our new business opportunities. A key focus of this role is proactive outbound prospecting – running a high volume of targeted outbound outreach, identifying and engaging decision‑makers at companies that fit our ideal customer profile. Through structured outbound activity, you will generate new business opportunities for our Regional Sales teams and play a critical role in building pipeline from the ground up. As an SDR, you will embrace a fast‑paced, outbound‑driven environment that requires persistence, curiosity, and strong communication skills. You will be expected to confidently initiate conversations, create interest, and open doors with prospects who may not yet be familiar with Morningstar.

Job 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 a consultant, 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.

Qualifications

• 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.

Requirements

• Bachelor’s degree.
• Fluent in English.
• Sales career focus, with a strong interest in outbound sales and business development.

Highly Preferred

• 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).

Compensation & Benefits

Base Salary Compensation Range: GBP 33,000.00. Commission Target: 66% Annual (may vary by ±15% depending on plan design and business factors). The specific compensation offered will depend on the candidate’s qualifications, experience, and other job‑related 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.

EEO Statement

Morningstar is strongly committed to creating and preserving equal opportunity for all employees and applicants. We make all employment decisions—including recruitment, hiring, compensation, training, promotion, transfer, discipline, termination, and other personnel matters—without regard to race, color, ancestry, religion, sex, national origin, age, disability, protected veteran status, marital status, sexual orientation, genetic information, citizenship, gender identity and expression, parental status, or other legally protected characteristics or conduct.