Market Development Representative

Market Development Representative (MDR)

At ClickUp, we're building the future of work: the first truly converged AI workspace unifying tasks, docs, chat, calendar, and enterprise search, all supercharged by context-driven AI. We are an AI-native company. Every team member is expected to leverage AI daily, and we evaluate AI fluency as part of our hiring process. Join us and help redefine what's possible.

Everything we build now runs through one question: how do we supercharge productivity with AI? ClickUp Brain and our agentic AI capabilities are the center of gravity for the company. We're not bolting AI onto a project management tool, we're building the platform where AI does real work: drafting, summarizing, routing, researching, and executing alongside the humans who use it. That focus is external and internal. We expect our customers to get radically more productive with AI, and we expect the same of ourselves. Every ClickUp employee is given the tools, the training, and the mandate to use AI in their daily workflow.

This is an AI-native role. You will use AI every day to research faster, personalize at scale, prep calls, and keep your pipeline clean. You will also be selling AI, so you need to speak about it credibly.

As a Market Development Representative (MDR), you'll serve as the critical bridge between our marketing efforts and the sales team, playing a pivotal role in accelerating our revenue pipeline. You will be responsible for meticulously following up on, nurturing, and qualifying all inbound leads generated from our diverse marketing channels. This role is fundamental to ensuring our sales team engages only with the most promising and well-prepared prospects.

In this position, you'll act as the first point of contact and a trusted educator for potential customers. Your mission is to understand their initial interest, assess their business needs, and articulate the value of our platform, including how our AI capabilities change what their team is capable of. You will manage the crucial early stages of the buyer's journey, building rapport and filtering for high-potential opportunities before seamlessly transitioning them to an Account Executive.

This is a high-velocity motion: sub-30 day cycles, pipeline generation at scale, and relentless execution. MDRs don't win by out-strategizing over weeks. They win by out-hustling, out-qualifying, and out-persisting, turning every inbound signal into a qualified opportunity that sticks downstream.

Every MDR is developed and evaluated against four behavioral pillars. They're not corporate values on a wall, they're the operating system of the team.

Ownership. The non-negotiable foundation. Extreme ownership of pipeline outcomes and no excuses when a lead goes cold because you didn't respond fast enough or log your work properly. Intellectual honesty: truth over ego. Going above and beyond for the team's collective success, not just your own number.

Obsession. The refusal to plateau. This is a high-rejection motion, so you study objection patterns, perfect talk tracks, and learn from every no. You compound knowledge: every call makes the next one better because you document what works and share it.

Effectiveness. Winning by design, not effort alone. Converting high volume into high quality through sharp qualification, deep discovery, and meetings that actually stick. Every touch is chosen for maximum conversion impact.

AI Native. Using AI to amplify your own output, and positioning ClickUp's AI credibly to prospects. The bar: you're leveraging AI across research, outreach, follow-up, and CRM hygiene, and you can articulate our agentic AI value proposition in every qualification conversation.

Respond promptly (Zoom, phone, email) to all inbound leads generated by marketing activities: handraisers, account signals, content, webinars, social campaigns, and events.

Qualify marketing-qualified leads (MQLs) using a consistent framework to determine sales readiness and fit, and distinguish buyers from browsers.

Nurture leads through in-depth conversations, acting as an educator and advisor rather than focusing solely on immediate conversions.

Uncover real business pain beneath surface-level inquiries, quantify its impact, and document it clearly for the AE.

Position ClickUp's platform and agentic AI capabilities credibly and specifically, mapping them to the prospect's actual workflow gaps.

Use AI tools across your entire workflow: account and persona research, personalization at scale, call prep, follow-up drafting, and CRM hygiene. Edit every output for authenticity, never ship raw.

Maintain accurate, real-time records of lead interactions and qualification status in CRM.

Deliver comprehensive AE handoffs with a qualification summary, roles identified, pain documented, and competitive context.

Provide detailed feedback to sales and marketing on lead quality, content effectiveness, and channel performance, helping refine messaging and targeting.

Occasionally perform cold outreach as needed, with a primary focus on inbound.

Share what works: talk tracks, AI workflows, and objection patterns. Individual wins are good, team adoption is better.

This role is built for a highly motivated and tenacious individual who is eager to succeed and thrives on hard work. The most important qualifications are your personal drive and resilience, as you'll be connecting with a high volume of customers daily.

A strong work ethic, the grit to overcome challenges, and the tenacity to consistently engage with customers.

Genuine curiosity about AI and a willingness to rebuild how you work around it. You don't need to be an expert. You need to be someone who reaches for AI first and figures it out.

Strong communication and interpersonal skills, and the ability to quickly build rapport and trust.

Analytical mindset with real attention to detail.

Familiarity with CRM and marketing automation tools.

Collaborative team player with a proactive approach to problem-solving. AI adoption spreads through people who are approachable and generous with what they learn.

Speed and quality of lead follow-up against SLA.

Conversion rate of MQLs to sales-qualified opportunities.

CRM data integrity and process adherence.

Quality and usefulness of feedback provided to marketing and sales.

Contribution to pipeline and revenue growth from marketing-generated leads.

The throughline for this role: speed, resilience, and conversion quality. You win by out-hustling, out-persisting, and out-qualifying every single day, and by using AI to make every one of those things easier than it was yesterday.