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Sales Executive, Americas

June 11, 2026

About the position

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.

Requirements

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
Willingness to travel up to 20–25%.

Nice-to-haves

MBA, CFA, or CAIA are a strong plus.

Benefits

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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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...