Global Sales Executive

About the Role:

Morningstar Sustainalytics is seeking a dynamic and strategic Global Sales Director to lead our engagement across some of our largest and most influential global accounts. Based in New York City, this leader will drive revenue growth in our ESG data, research, and ratings product lines through a balanced focus on renewals, account expansion, and strategic partnerships. In this highly visible role, the Global Sales Director will work in close collaboration with our global sales team—particularly colleagues based in the UK—to align account strategies, coordinate coverage, and deliver a unified, client‑centric experience.

Success in this role requires exceptional relationship‑building skills, a strong commercial mindset, and a proven ability to uncover new opportunities within complex global organizations. The Global Sales Director will play a critical role in growing our share of wallet, expanding our global footprint, and deepening long‑term partnerships across an established and high‑potential portfolio.

Responsibilities:

• Own and expand a global portfolio of top‑tier strategic accounts, driving renewals, identifying whitespace, and executing growth initiatives that increase share of wallet and overall client footprint.
• Cultivate strong, trust‑based executive relationships across complex global organizations to deepen partnerships, unlock new opportunities across the Sustainalytics portfolio, and enable cross‑selling across the broader Morningstar ecosystem.
• Develop and execute strategic account plans aligned with global sales objectives, working closely with UK and regional partners to ensure coordinated global coverage and a seamless client experience.
• Serve as the voice of the client, delivering structured insights and market feedback to Product, Solutions, ESG Research, and Data teams to ensure our offerings evolve with client needs.
• Drive sales excellence and operational rigor, ensuring disciplined pipeline management, accurate forecasting, and strong CRM hygiene within Salesforce.
• Partner with Client Success, Operations, and Support to ensure smooth onboarding, an outstanding client experience, and the adoption of best practices across the global account base.
• Lead strategic negotiations for renewals and expansions while maintaining pricing discipline, commercial consistency, and long‑term partnership value.
• Champion Morningstar’s sales methodology, promoting thoughtful account planning, disciplined territory management, and best‑in‑class relationship management practices.
• Contribute to a culture of collaboration and performance, mentoring peers and influencing broader sales behaviors, with or without direct managerial responsibility.
• Represent Morningstar Sustainalytics externally through client engagements, thought leadership, and participation in industry forums—particularly on ESG, sustainability data, and market trends.

Qualifications:

• 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 into decision‑making.
• Exceptional communication and presentation skills, with the ability to influence senior stakeholders and articulate compelling value propositions.
• Demonstrated success collaborating across global, cross‑functional teams, including sales, product, operations, and technical groups.
• Strong strategic thinking, commercial acumen, and long‑range planning capabilities.
• Highly organized with excellent time management, prioritization, and multitasking skills in a fast‑paced environment.
• Proficiency in Salesforce, Excel, PowerPoint, and related productivity tools.
• Bachelor’s degree required; MBA, CFA, CAIA, or similar credentials are a strong plus.
• Willingness to travel up to 25%.

Competencies:

• Strategic Relationship Building – Builds deep, multi‑threaded relationships across global client organizations.
• Commercial Drive & Execution – Maintains relentless focus on results, revenue growth, and uncovering new opportunities.
• Global Collaboration – Works seamlessly across regions and time zones, ensuring alignment with cross‑functional partners.
• Client‑Centric Mindset – Anticipates client needs, listens actively, and translates insights into strategic action.
• Influence & Negotiation – Navigates complex negotiations with confidence, driving mutually beneficial outcomes.
• ESG Market Fluency – Understands the evolving ESG landscape and links client workflows to our data and research offerings.
• Operational Excellence – Upholds high standards in forecasting, planning, CRM discipline, and sales process execution.
• Adaptability & Resilience – Thrives amid change, adjusting quickly to evolving client and market dynamics.

Base Salary Range: $170,000 - 203,690

Variable Target: 66%

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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