Sales Development Representative

Title: Sales Development Representative

Location: Vashi, Navi Mumbai, India 
 

Company: Morningstar is a leading provider of independent investment research in North America, Europe, Australia, and Asia. We offer a wide variety of products and solutions that serve market participants of all kinds, including individual and institutional investors in public and private capital markets, financial advisors, asset managers, retirement plan providers and sponsors, and issuers of securities.
Morningstar India has been a Great Place to Work-certified company for the past eight consecutive years.

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.  Being bilingual is highly mandatory, speaking English and Hindi. 

Shift: General

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 required: A concentration in Business, Marketing, Communications, or a related field is preferred. 

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

• Sales Career Focused 

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) 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. 

• Fluent in English and Hindi is required. 

• Being fluent in French, German, Italian, Spanish, and/or other European languages highly preferred. 

Morningstar is an equal opportunity employer.