Job Description

The Role:

Morningstar Sustainalytics is seeking a driven and relationship‑oriented Associate Director, Americas Sales to deepen and expand our engagement across our largest and most strategic U.S.-based clients. Based in New York City, this individual will play a pivotal role in driving revenue growth across our ESG data, research, and ratings product suite through focused account management, renewals, and targeted expansion opportunities. This role is ideal for a commercially minded sales professional with an established New York–based network across financial institutions, asset managers, and other key market participants. The Associate Director will work closely with colleagues across the Americas and globally to execute coordinated account strategies and deliver a seamless, high‑quality client experience.

Success in this position requires strong relationship‑building skills, the ability to navigate complex client organizations, and a track record of executing commercial strategies that grow share of wallet and strengthen long‑term account value.

Responsibilities:

• Manage and grow a portfolio of the largest and most strategic U.S. accounts, driving renewals, identifying whitespace, and uncovering new opportunities to expand adoption of Sustainalytics’ ESG data, research, and ratings.
• Develop deep, trust‑based relationships with senior stakeholders across New York–based financial institutions, leveraging an existing network to accelerate engagement and influence decision‑making.
• Execute tailored account strategies aligned with Americas and global sales objectives, coordinating with regional and international colleagues to ensure consistent global coverage and messaging.
• Act as a trusted advisor and voice of the client, sharing structured insights with Product, ESG Research, Solutions, and Data teams to support product evolution and address emerging market needs.
• Maintain strong sales discipline, ensuring accurate pipeline management, forecasting, and CRM hygiene in Salesforce.
• Partner closely with Client Success, Operations, and Support to ensure seamless onboarding, proactive service delivery, and high levels of client satisfaction.
• Lead renewal and expansion discussions with a focus on value articulation, pricing discipline, and long‑term relationship sustainability.
• Champion Morningstar’s sales methodology, applying best practices in account planning, territory management, and relationship stewardship.
• Represent Morningstar Sustainalytics externally through client meetings, events, and industry forums, particularly within the New York financial ecosystem.

Qualifications:

• 7–10 years of experience in sales or account management within financial services, data, research, ESG, analytics, or adjacent sectors.
• Established network within the New York financial community, ideally spanning asset managers, asset owners, investment banks, or related institutions.
• Proven track record of meeting or exceeding commercial targets, including renewals and account expansion within complex or enterprise-level accounts.
• Strong understanding of ESG and sustainability data trends and how financial institutions integrate ESG into investment and risk workflows.
• Exceptional communication and relationship‑building skills, with the ability to influence senior stakeholders and articulate compelling value propositions.
• Demonstrated ability to work collaboratively across global and cross‑functional teams.
• Strong strategic thinking, commercial acumen, and proactive problem‑solving abilities.
• Highly organized with excellent time management and prioritization skills in a dynamic environment.
• Proficiency in Salesforce, Excel, PowerPoint, and other productivity tools.
• Bachelor’s degree required; MBA, CFA, or CAIA are a strong plus.
• Willingness to travel up to 20–25%.

Competencies:

• Strategic Relationship Building – Establishes deep relationships across complex U.S. client organizations, leveraging networks to accelerate access and influence.
• Commercial Execution – Drives consistent revenue performance and identifies opportunities for growth and cross‑sell.
• Client‑Centric Mindset – Thinks from the client’s perspective, anticipates needs, and provides solutions that drive value and retention.
• Negotiation & Influence – Navigates high‑stakes conversations effectively, creating win‑win outcomes.
• Market & ESG Fluency – Understands ESG trends and connects them to client workflows and objectives.
• Operational Discipline – Maintains rigor in forecasting, planning, and CRM best practices.
• Collaboration – Works seamlessly with colleagues across regions and functions to deliver a unified client experience.
• Adaptability & Resilience – Thrives in a fast‑paced environment and adjusts quickly to shifting client and market dynamics.

Base Salary Range: $132,000 - 147,656

Variable Target: 66%

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

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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