Sales Development Representative (SDR) Manager

Responsibilities

• Hire, onboard, train, and develo Sales Development Representatives, building a high-performing and engaged team focused on achieving pipeline generation goals.
• Provide ongoing coaching, feedback, and performance management to help team members maximize productivity, develop professionally, and advance their careers.
• Foster a collaborative, accountable, and positive team culture that encourages continuous improvement and strong results.
• Design and execute outbound prospecting and lead generation strategies that drive qualified opportunities for the sales organization.
• Partner closely with Marketing and Sales teams to align lead generation activities, campaign execution, and target account strategies.
• Develop, refine, and maintain outreach best practices, including call scripts, email messaging, prospecting cadences, and sales engagement resources.
• Track, analyze, and communicate key performance metrics such as outreach activity, response rates, meetings scheduled, opportunity creation, and pipeline contribution.
• Establish individual and team goals that align with broader organizational objectives and ensure accountability through ongoing performance tracking.
• Identify performance gaps and implement structured coaching and improvement plans to drive measurable results.
• Leverage CRM and sales engagement technologies to improve workflow efficiency, reporting accuracy, and team productivity.
• Continuously evaluate processes, tools, and data to identify opportunities for operational improvements and enhanced lead conversion outcomes.
• Collaborate with Revenue Operations and commercial stakeholders to improve reporting, forecasting, territory execution, and process scalability.
• Provide regular updates to leadership regarding team performance, pipeline generation, and key business insights.
• Share market feedback, prospect trends, and customer insights gathered through outreach efforts to help inform commercial and marketing strategies.

Qualifications

• Bachelor's degree required.
• 2-3+ years of leadership experience in sales development, inside sales, business development, or a related commercial function. For internal Morningstar candidates, 2+ years of sales and/or relevant SDR experience is required.
• Demonstrated success leading, coaching, and developing high-performing sales or SDR teams.
• Strong understanding of outbound prospecting, lead generation, qualification methodologies, and pipeline development strategies.
• Experience partnering cross-functionally with Sales, Marketing, and Operations teams to achieve shared business objectives.
• Proven ability to analyze performance metrics, identify trends, and use data to drive decision-making and process improvements.
• Experience using CRM and sales engagement platforms such as Salesforce, HubSpot, Outreach, Salesloft, or similar technologies.
• Excellent verbal and written communication skills with the ability to influence stakeholders and motivate teams.
• Strong organizational skills with the ability to manage multiple priorities in a fast-paced environment.
• Results-oriented mindset with a passion for coaching, continuous improvement, and operational excellence.
• Ability to inspire, motivate, and develop individuals while holding teams accountable to ambitious performance goals.
• Self-starter with strong problem-solving skills, attention to detail, and a commitment to achieving business outcomes.

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

$115,925.00-177,758.33

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.

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