Market Development Representative

The Market Development Representative (MDR) is responsible for generating qualified enterprise opportunities within defined market segments through strategic campaign execution, outbound engagement, and disciplined prospect qualification. This position focuses on structured enterprise prospect development targeting, CIOs, CTOs, PMO leaders, Procurement officers, and executive stakeholders within agreed-upon market segments, geographies, and industries. The MDR owns top-of-funnel opportunity creation and serves as the critical bridge between marketing strategy and enterprise sales execution, driving pipeline growth and positioning the sales team for success.

Market Campaign Execution Partner with Marketing to execute targeted campaigns by industry vertical (Retail, Utilities, Financial Services, State Government, etc.) that drive qualified enterprise engagement and pipeline growth

Develop a strong understanding of campaign messaging and value propositions into compelling outreach that increases response and conversion rates

Drive content distribution efforts while tracking engagement metrics to improve performance and optimize campaign ROIProvide actionable market intelligence that increases pipeline creation and accelerates opportunity development

Target Account Research & Intelligence Identify and prioritize high-value target organizations aligned to strategic growth objectives

Map and validate key decision-makers and stakeholders (CIO, CTO, QA Director, PMO, Procurement) to accelerate access

Understand current initiatives, technology environments, and risk areas to position relevant solutions

Prepare and deliver actionable account briefs that equip sales with strategic insight

Outbound Prospecting & Engagement Execute structured outbound (calls, emails, Linked In, event follow-ups) to generate qualified enterprise conversations

Apply disciplined, multi-touch cadence strategies to maximize engagement and response rates

Personalize messaging based on industry context and account intelligence to increase conversion effectiveness

Clearly articulate and position iLAB’s value proposition to differentiate in competitive markets

Establish executive credibility and convert outreach into secured discovery meetings.

Lead Qualification & Opportunity Shaping Conduct initial qualification conversions to validate opportunity viability and strategic fit Assess budget availability, decisions authority, business need alignment, timeline, and procurement pathway to prioritize high-probability pursuits

Identify opportunity stage (early awareness, active initiative, RFP-driven, or pre-procurement strategy) to guide sales strategy and engagement approach

Shape early-stage discussions into defined opportunities by clarifying scope, urgency and stakeholder alignment

Document qualification insights and next steps in CRM to ensure clean pipeline visibility and seamless handoff to sales.

Meeting Coordination & Pipeline Development Schedule discovery meetings with appropriate stakeholders to advance strategic account development

Provide comprehensive pre-meeting briefings to Strategic Account Executives, including account intelligence, stakeholder context, and opportunity positioning

Align on clear meeting objectives to ensure productive value driven conversations

Track meeting outcomes, next steps and handoff, if applicable

Monitor opportunity progression post-meeting, if not retainedCRM Discipline & Reporting Maintain accurate CRM data to ensure clean pipeline tracking and reporting accuracy

Track and report on key metrics including activity volume, engagement rates, meeting-to-opportunity conversion, and pipeline value generated

Monitor individual performance against established outreach and conversion targets

Provide weekly pipeline reporting to measure contribution to revenue growth and sales objectives

Qualified Candidates will meet the following expectations:

Bachelor’s degree in Marketing or equivalent professional experience2-5 years’ experience in B2B outbound prospecting

Exposure to complex services or technology sales environment

Familiarity with CRM systems and campaign tracking

Strong verbal and written communication skills

Structured and disciplined work style

Ability to articulate complex service offerings simply

Research-oriented mindset
#J-18808-Ljbffr