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About the Role
Morningstar Sustainalytics is seeking a dynamic Global Sales Director to lead engagement with large global accounts, driving revenue growth in ESG data, research, and ratings through renewals, account expansion, and strategic partnerships. This role requires exceptional relationship-building skills, a strong commercial mindset, and the ability to uncover new opportunities within complex global organizations.
Responsibilities
- Own and expand a global portfolio of top-tier strategic accounts, driving renewals, identifying whitespace, and executing growth initiatives.
- Cultivate strong, trust-based executive relationships across complex global organizations to deepen partnerships and unlock new opportunities.
- Develop and execute strategic account plans aligned with global sales objectives, ensuring coordinated global coverage.
- Serve as the voice of the client, delivering insights and market feedback to Product, Solutions, ESG Research, and Data teams.
- Drive sales excellence and operational rigor, ensuring disciplined pipeline management, accurate forecasting, and strong CRM hygiene.
- Partner with Client Success, Operations, and Support to ensure smooth onboarding and an outstanding client experience.
- Lead strategic negotiations for renewals and expansions while maintaining pricing discipline and commercial consistency.
- Champion Morningstar’s sales methodology, promoting thoughtful account planning and best-in-class relationship management.
- Contribute to a culture of collaboration and performance, mentoring peers and influencing broader sales behaviors.
- Represent Morningstar Sustainalytics externally through client engagements, thought leadership, and participation in industry forums.
Requirements
- 10+ years of progressive sales and/or account management experience within financial services, data, research, analytics, or adjacent sectors.
- Proven track record of exceeding revenue, renewal, and growth targets, particularly within complex global or enterprise accounts.
- Deep knowledge of ESG and sustainability data trends, and how global investors, asset managers, and corporates incorporate ESG insights.
- Exceptional communication and presentation skills, with the ability to influence senior stakeholders.
- Demonstrated success collaborating across global, cross-functional teams.
- Strong strategic thinking, commercial acumen, and long-range planning capabilities.
- Highly organized with excellent time management, prioritization, and multitasking skills.
- Proficiency in Salesforce, Excel, PowerPoint, and related productivity tools.
- Bachelor’s degree required.
- Willingness to travel up to 25%.
Skills
- Strategic Relationship Building
- Commercial Drive & Execution
- Global Collaboration
- Client-Centric Mindset
- Influence & Negotiation
- ESG Market Fluency
- Operational Excellence
- Adaptability & Resilience
Location
- New York City
Work Type
- Hybrid
Experience Level
- 10+ years
Education Level
- Bachelor's degree required
- MBA, CFA, CAIA, or similar credentials are a strong plus
Salary/Compensations
- Base Salary Range: $170,000 - 203,690
- Variable Target: 66%
Benefits
- Opportunity to collaborate in-person each week
- Hybrid work model (four days in-office in most locations)
- Tools and resources to engage meaningfully with global colleagues
About the Company
- Morningstar Sustainalytics is a leading provider of ESG data, research, and ratings.
- Morningstar Inc. is the legal entity.