Marketing Development Representative
$75,000–$85,000 year
RemoteCalifornia, United States or Arizona, United States
Job Summary
Respond to inbound demo requests, contact submissions, and high-intent website activity within defined SLA windows. Conduct structured discovery conversations via phone, email, and LinkedIn to assess buyer intent, fit, and urgency using proven qualification frameworks. Route sales-ready leads to Account Executives with context that accelerates deal progression while maintaining CRM hygiene in Salesforce. Execute personalized follow-up on Marketing Qualified Leads from paid media, social campaigns, and content downloads to convert them into Sales Qualified Leads. Support pre-event outreach and post-event follow-up for IDC conferences and third-party industry events, collaborating with Field Marketing to prioritize leads. Manage closed-loop handoffs for referrals from IDC's global analyst community, qualifying and progressing analyst-endorsed leads with a consultative approach.
Required Qualifications
- Bachelor's degree in Business, Marketing, Communications, or a related field
- Exceptional verbal and written communication skills
- Strong organizational skills
- Ability to manage high lead volumes, competing priorities, and time-sensitive SLAs simultaneously
- Data-driven mindset
- Ability to track, interpret, and act on performance metrics and pipeline data
- Genuine curiosity about the technology industry, market trends, and how organizations buy and consume research and advisory services
- 1–2 years of experience in a sales development, inside sales, marketing, or customer-facing role
- Hands-on experience with CRM platforms, preferably Salesforce, and sales engagement tools such SalesLoft
- Familiarity with lead qualification frameworks (BANT, MEDDIC, SPIN) and B2B demand generation concepts
- Exposure to LinkedIn Sales Navigator, ZoomInfo, or similar prospecting and intelligence tools
- Must be able to respond to inbound demo requests, contact-us submissions, and high-intent website activity within defined SLA windows
- Must be able to conduct structured discovery conversations via phone, email, and LinkedIn to assess buyer intent, fit, and urgency using proven qualification frameworks (BANT)
- Must be able to route well-documented, sales-ready leads to the appropriate Account Executive with context that accelerates deal progression
- Must be able to maintain CRM hygiene and ensure all activity, notes, and lead statuses are accurate and up to date in Salesforce
- Must be able to execute rapid, personalized follow-up on Marketing Qualified Leads (MQLs) generated from paid media, social campaigns, webinars, and content downloads
- Must be able to tailor outreach to reflect the specific marketing touchpoint that drove engagement
- Must be able to convert marketing engagement into Sales Qualified Leads (SQLs) by surfacing pain points, buying intent, and near-term project timelines
- Must be able to provide feedback to the Marketing team on lead quality, messaging resonance, and campaign effectiveness to drive continuous improvement
- Must be able to support pre-event outreach to drive attendance, schedule meetings, and build pipeline ahead of IDC conferences and third-party industry events
- Must be able to execute structured, time-sensitive post-event follow-up using nurture-to-pipeline playbooks to convert event contacts into active opportunities
- Must be able to collaborate with Field Marketing and sales leadership to prioritize event leads and ensure consistent, high-quality follow-up cadences
- Must be able to manage a structured, closed-loop handoff process for referrals and recommendations passed from IDC's global analyst community
- Must be able to qualify and progress analyst-endorsed leads with a consultative, high-touch approach that reflects the credibility and depth of IDC's research brand
- Must be able to maintain clear communication with both the referring analyst and the receiving Account Executive to ensure seamless, professional handoff experience
- Must be able to work remotely in Arizona (AZ), California (CA), Colorado (CO), Connecticut (CT), Washington D.C. (DC), Florida (FL), Georgia (GA), Illinois (IL), Indiana (IN), Kansas (KS), Massachusetts (MA), Maryland (MD), Maine (ME), Michigan (MI), Minnesota (MN), Missouri (MO), Mississippi (MS), North Carolina (NC), New Hampshire (NH), New Jersey (NJ), New York (NY), Ohio (OH), Oregon (OR), Pennsylvania (PA), Rhode Island (RI), South Carolina (SC), Tennessee (TN), Texas (TX), Utah (UT), Vi...
Desired Qualifications
- Master's degree in Business, Marketing, Communications, or a related field
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