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 toidentifyprospects, nurture leads, and ensure seamless transitions to the sales team. The ideal candidate hasstrong communicationskills, an understanding of sales processes, and experience with lead management in a fast-paced environment.Being bilingual is highlymandatory, speaking English and Hindi.

Shift: General

Responsibilities:

Lead Management & Qualification:

• Handle and qualify all Marketing Qualified Leads (MQLs) provided by the marketing teamwithin predetermined Service Levels Agreements.

• Make outbound calls and campaignstopotential Morningstar Prospects.

• Engage with leads via phone calls, emails, andLinkedInto 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 neededor time allows, conduct outbound sales-ledcampaigns toengage prospects and generate new opportunities.

Pipeline Development:

• Create and manage a pipeline of potentialopportunities,nurturing leads through theearly stagesof 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 andalign onstrategies 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 andmonitorkey 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 teamregardingthe quality of MQLs and suggest improvements for lead generation campaigns.

• Proactively seek out learning opportunities to improve product knowledge, sales techniques, and industryexpertise.

Qualifications:

Internal Candidates:

• Proventrack recordofexceedinggoals and minimum of 6 months at Morningstar.

• Must be ingood standingwith the company,demonstratingprofessionalism, a positive attitude, and alignment with company values.

External Candidates:

• Bachelor’s degreerequired:A concentrationin Business,Marketing,Communications, or a related field is preferred.

• Experiencein 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 witha strong senseof urgency.

• Data-driven mindset with the ability to analyze lead data and draw actionable insights.

• Fluent in English and Hindiisrequired.

• Beingfluentin French, German,Italian, Spanish, and/orother European languageshighly preferred.

Morningstar is an equal opportunity employer.