Market Development Representative (Inbound & Outbound)

About the role

We are a technology research and advisory company that serves enterprise and technology leaders through subscription-based research products. We are seeking a Market Development Representative (MDR) to join our revenue team and drive new business growth.

Responsibilities

• Review, qualify, and process inbound leads as they enter the CRM database.
• Build and execute targeted outbound prospecting campaigns using Apollo, LinkedIn, email, and phone outreach to generate new sales opportunities.
• Conduct outreach via email, phone, and LinkedIn to engage prospective subscribers.
• Follow up consistently with inbound inquiries and marketing-generated leads.
• Identify customer needs and qualify opportunities for senior sales team members.
• Schedule meetings and demos for Account Executives and senior sales leadership.
• Act as the primary meeting booker for the sales team, ensuring a steady flow of qualified appointments.
• Manage outreach cadences and follow-up activities to maximize meeting conversion rates.
• Maintain accurate records of lead activity, conversations, and pipeline status in the CRM.
• Collaborate with marketing and sales leadership to improve lead qualification processes and conversion rates.
• Maintain CRM data quality and ensure prospect information is accurate and up to date.
• Track lead activity, outreach performance, and meeting-booking metrics using Excel and CRM reporting tools.
• Support sales reporting and pipeline management activities as needed.
• Collaborate with marketing, research, and sales teams to optimize lead generation and prospect engagement.

Qualifications

• Approximately 1 year of experience in sales, business development, lead generation, appointment setting, or a related role.
• Strong communication skills, both written and verbal.
• Confidence engaging prospective customers via phone, email, and LinkedIn.
• Excellent organizational skills and attention to detail.
• Proficiency in Microsoft Excel, including data management, sorting/filtering, and basic reporting.
• Ability to manage multiple priorities in a fast-paced environment.
• Experience using Apollo, ZoomInfo, LinkedIn Sales Navigator, or similar prospecting tools to identify and engage target accounts and contacts.
• Familiarity with sales playbooks, prospecting methodologies, and outreach execution best practices across email, phone, and social channels.

Preferred Qualifications

• Experience using HubSpot CRM.
• Experience working in subscription-based businesses, SaaS, technology, or research services.
• Familiarity with lead qualification methodologies and sales pipeline management.
• Experience booking meetings for sales teams or executives.
• Bachelor's degree or equivalent professional experience.

What Success Looks Like

• Inbound leads are contacted promptly and consistently nurtured.
• Outbound pipeline is consistently generated through targeted prospecting efforts.
• Qualified opportunities are effectively identified and converted into scheduled meetings.
• Meeting booking goals and pipeline contribution targets are consistently achieved.
• CRM data is accurate, complete, and actionable.
• Senior sales team members receive a steady flow of qualified sales conversations.

Compensation & Growth

This role offers a base salary plus potential commission/bonus opportunity. It provides the opportunity to develop core sales development, prospecting, and meeting-booking skills while working closely with senior commercial leaders. Successful candidates will have a clear path toward advancement into Account Executive, Business Development, or other revenue-generating sales roles.

Location

ABI Research is fully remote in the U.S., with physical offices in the U.K. and Singapore. Additionally, many employees work remotely from home, either full-time or part-time. ABI offers competitive compensation along with an extremely generous benefit and vacation package in addition to rewarding achievement by promoting within. Be part of a global team of thought leaders and influencers, and apply today!