Sales Development Representative

The Role:
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 requires four days a week in our Chicago office.

Key Responsibilities: 

Lead Management & Qualification: 

• 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. 

Pipeline Development: 

• 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). 

Collaboration: 

• 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. 

Reporting & Analytics: 

• 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. 

Continuous Improvement: 

• 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: 

• Bachelor’s degree. Preferred concentrations are Business, Marketing, Communications, or a related field is preferred. 

• 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) 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. 

Compensation and Benefits

At Morningstar we believe people are at their best when they are at their healthiest. That’s why we champion your wellness through a wide range of programs that support all stages of your personal and professional life. Here are some examples of the offerings we provide:

• 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

  • Dollars for Doers volunteer program

  • Paid volunteering days

  • 15+ Employee Resource & Affinity Groups

Total Cash Compensation Range

Inclusive of annual base salary and target incentive

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.