Sales Operations Director

About the Role:
The Sales Operations Director for SDRs will play a pivotal role in driving the effectiveness and efficiency of our Global Sales Development team. You will be responsible for overseeing the processes, systems, and strategies that empower SDRs to generate leads, qualify prospects, and ultimately contribute to revenue growth. You will focus primarily on North American and EMEA SDR teams, however you will also support our APAC and Australian markets. You'll collaborate closely with leadership, sales, and marketing teams to ensure smooth operations and data-driven decision-making. Your expertise in sales processes and operations will be essential to supporting our SDRs in achieving their goals. This is an individual contributor position to begin however, developing and growing a team over time is expected.
This position is based in our Chicago office. We follow a hybrid policy of 3 days onsite and 2 days remote work.
Key Responsibilities:

• Process and Technology Optimization:

• Analyze, optimize, and refine the SDR lead generation and qualification processes including the development of playbooks and workflows.

• Ensure SDRs are equipped with the tools to succeed in prospecting and qualifying leads including content on campaigns, promotions and messaging (industry and competitive) to targeted industries, segments and accounts.

• Manage and optimize sales technology platforms used by SDRs (e.g., CRM systems, lead enrichment tools, outreach automation platforms).

• Work closely with cross-functional teams, including Sales, Marketing and Product to align strategies and optimize the organization's sales initiatives.

• Data & Reporting:

• Maintain metrics to provide visibility into SDR performance including regular analysis of data to identify trends and areas for improvement.

• Manage and improve forecasting processes to ensure accurate and timely sales projection, facilitating effective resource allocation and planning

• Training & Development:

• Collaborate with Sales Enablement to design ongoing training programs, focusing on process improvement, sales skills, and product knowledge.

• Oversee the library of resources, including scripts, templates, and tools.

• Monitor SDR performance and provide coaching and feedback to maximize team effectiveness.

• Maintain, report, and make recommendations on SDR promotions, Performance Improvement Plans, and assignment changes.

Qualifications:

• Education: Bachelor's Degree

• Experience: 5+ years in sales operations, sales enablement, or a related field, with at least 2 years managing or supporting SDRs. Experience creating, managing, and developing a team is highly preferred.

• Skills: Strong analytical and problem-solving skills with the ability to derive insights from data. Excellent communication and interpersonal skills with a collaborative mindset. Organizational Agility as a competency is a must.

• Knowledge: Deep understanding of sales processes, lead qualification frameworks, and sales development strategies in the software industry.

• Technology: Proficient with CRM tools (Salesforce, HubSpot, or similar), sales automation platforms, and reporting/analytics tools (Tableau, Excel, etc.).

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
  • 75% 401k match up to 7%
  • 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 Bonding Leave
  • Adoption Assistance
  • Leadership Coaching & Formal Mentorship Opportunities
  • Annual Education Stipend
  • Tuition Reimbursement

• Social Health
  • Charitable Matching Gifts program
  • Dollars for Doers volunteer program
  • Paid volunteering days
  • 15+ Employee Resource & Affinity Groups

Morningstar's hybrid work environment gives you the opportunity to work remotely and collaborate in-person each week. While some positions are available as fully remote, we've found that we're at our best when we're purposely together on a regular basis, typically three days 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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