Sales Development Representative

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, HubSpot, etc.).

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:

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 is preferred.

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

Skills (For All Candidates):

• 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, HubSpot) and sales engagement platforms (e.g., Outreach, SalesLoft).

• 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.