Head of Sales, Americas

The Group

Morningstar Sustainalytics is one of the world’s largest Climate and ESG research, ratings, and data firm that helps institutional investors integrate non-financial factors into their investment decisions. The Sales and Success organization drives commercial growth for the business by partnering with clients to address their sustainable investing goals across a comprehensive suite of Climate and ESG solutions.

The Role

The Head of Sales, Americas leads all commercial activity for Sustainalytics across the Americas region and reports to the Global Head of Sales and Success. This is a hybrid leadership role with dual accountability: direct management of the Americas Regional sales team (approximately five sellers) and oversight of US-based Global Account sellers (expected to be two), who serve our largest, most complex multi-region client relationships.

The Americas Regional team operates within a dedicated pod structure, where each pod brings together quota-carrying sellers, fully dedicated Client Success resources, and designated points of contact from Product Specialists and Marketing. The Global Account sellers within this leader’s remit work within the Global Accounts framework, coordinating with regional counterparts worldwide to execute global account plans while leveraging its own pod model for execution and support.

This leader is accountable for delivering the combined net revenue plan across both the Regional and US-based Global books, defining territory and account plans, and ensuring consistent execution against growth targets. They are responsible for evaluating current-state operations and building a best-in-class sales organization with a strong focus on results, talent development, and translating market and client needs into actionable insights for Product, Solutions, and Research teams.

Key Responsibilities:

Revenue & Strategy

Deliver and exceed the combined Americas net ACV target spanning both the regional book and the US-based Global Account portfolio
Define and execute territory and account plans aligned with regional objectives and the global account strategy
Own the quarterly sales execution and commit plan for the Americas, including seller-level production targets, pipeline requirements, and cancellation management
Ensure the US-based Global Account sellers operate in coordination with the Global Accounts framework, balancing local execution with global strategy set by the Global Lead
Build and maintain strong relationships with internal Morningstar distribution channels and third-party platform partners whose sales activity contributes materially to the Americas revenue plan

Pod Leadership & Cross-Functional Coordination

Lead the Americas pod, ensuring effective collaboration between sellers, dedicated Client Success resources, and Product Specialist and Marketing points of contact
Act as the voice of the client, representing Americas market needs to Product, Research and Operations partners
Partner with Client Success to drive retention, reduce cancellations, and identify expansion opportunities within existing accounts
Work with Product Specialists and Marketing to ensure the pod has the tools, content, and support needed to progress deals efficiently

Talent & Performance Management

Build, lead, and develop high-performing sales teams across both the Regional and Global Account functions, supporting career progression and optimized coverage models
Establish and apply best practices for coaching, territory management, account planning, and sales efficiency
Serve as a visible leader in strategic client relationships and actively coach team members on both performance and professional growth
Manage cost-of-sales discipline within budget for compensation and

Forecasting & Operations

Accurately forecast revenue and pipeline performance using Salesforce.com and proactively identify opportunities with new and existing clients
Maintain pipeline discipline, ensuring adequate weighted coverage against quarterly targets across the team
Collaborate with global sales leaders to ensure consistency, scalability, and continuous improvement across regions

Requirements:

Minimum of 10 years’ experience in sales and/or sales leadership within the financial services industry
Proven track record of consistently exceeding sales targets in a B2B environment
Experience managing teams with both regional and global or matrixed account structures
Strong people leadership skills with demonstrated success in coaching and talent development
Excellent verbal and written communication abilities with the capacity to deliver professional, persuasive presentations and build long-term client relationships
Demonstrated ability to collaborate cross-functionally across Sales, Product, Client Success, and Research teams
Strong leadership, strategic planning, collaboration, and time-management capabilities
Solid understanding of ESG market dynamics and their relevance across client segments
Proficiency in Microsoft Excel, PowerPoint, and Salesforce.com
Bachelor’s degree required; MBA or CFA preferred
Willingness to travel up to 25%

Reporting Structure

This role reports to the Global Head of Sales and Success. The Head of Sales, Americas directly manages approximately five Americas Regional sellers and two US-based Global Account sellers, with dotted-line coordination into the broader Global Accounts framework for the latter.

Total Base Pay Range:

$179,000 - $322,000 +

66% Annual: Individual Target

Location
New York, NY

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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Head of Sustainalytics Sales, Americas