Marketing Development Representative

Overview

About the Role & Team

IDC is looking for a driven and intellectually curious Marketing Development Representative (MDR) to join our Marketing team. In this role, you will serve as the critical link between IDC’s marketing engine and our global sales organization — converting marketing-sourced leads, inbound website activity, event contacts, and analyst-referred prospects into qualified pipeline opportunities.

You will work closely with Account Executives and Field Marketing teams while developing deep knowledge of the technology market landscape and sharpening your skills across the full B2B sales cycle. High performers in this role build a clear path toward Account Executive, Field Marketing, or Marketing Operations careers.

What You’ll Do

Inbound Lead Qualification
Respond to inbound demo requests, contact-us submissions, and high-intent website activity within defined SLA windows

Conduct structured discovery conversations via phone, email, and Linked In to assess buyer intent, fit, and urgency using proven qualification frameworks (BANT)
Route well-documented, sales‑ready leads to the appropriate Account Executive with context that accelerates deal progression

Maintain CRM hygiene and ensure all activity, notes, and lead statuses are accurate and up to date in Salesforce

Campaign & Program Follow-up
Execute rapid, personalized follow‑up on Marketing Qualified Leads (MQLs) generated from paid media, social campaigns, webinars, and content downloads

Tailor outreach to reflect the specific marketing touchpoint that drove engagement, demonstrating relevance and creating a compelling reason to connect

Convert marketing engagement into Sales Qualified Leads (SQLs) by surfacing pain points, buying intent, and near‑term project timelines

Provide feedback to the Marketing team on lead quality, messaging resonance, and campaign effectiveness to drive continuous improvement

Event Lead Conversion
Support pre‑event outreach to drive attendance, schedule meetings, and build pipeline ahead of IDC conferences and third‑party industry events

Execute structured, time‑sensitive post‑event follow‑up using nurture‑to‑pipeline playbooks to convert event contacts into active opportunities

Collaborate with Field Marketing and sales leadership to prioritize event leads and ensure consistent, high‑quality follow‑up cadences

Analyst‑Sourced Leads
Manage a structured, closed‑loop handoff process for referrals and recommendations passed from IDC’s global analyst community

Qualify and progress analyst‑endorsed leads with a consultative, high‑touch approach that reflects the credibility and depth of IDC’s research brand

Maintain clear communication with both the referring analyst and the receiving Account Executive to ensure seamless, professional handoff experience

What You Bring

Required Qualifications

• Bachelor’s degree in Business, Marketing, Communications, or a related field

• Exceptional verbal and written communication skills, with the confidence to engage senior business and technology leaders

• Strong organizational skills and the ability to manage high lead volumes, competing priorities, and time‑sensitive SLAs simultaneously

• A data‑driven mindset with the 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

Preferred Qualifications

• 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 Sales Loft

• Familiarity with lead qualification frameworks (BANT, MEDDIC, SPIN) and B2B demand generation concepts

• Exposure to Linked In Sales Navigator, Zoom Info, or similar prospecting and intelligence tools

Why This Role Stands Out At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high‑caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to…