Market Development Representative (MDR)

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 ROI
• Provide 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, LinkedIn, 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 retained

CRM 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

Qualifications

• Bachelor’s degree or equivalent professional experience 
• 2-5 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