Head of Sustainalytics Sales, Americas

Morningstar•New York, NY

1d•Hybrid

About The Position

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.

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

Nice To Haves

MBA or CFA preferred

Responsibilities

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
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
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

Benefits

100% 401k match up to 6% of salary
Stock Ownership Potential
Company provided life insurance - 1x salary + commission
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
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
Charitable Matching Gifts program
Dollars for Doers volunteer program
Paid volunteering days
15+ Employee Resource & Affinity Groups