Market Development Representative

Market Development Representative At Leadership Connect, we believe that relationships are everything in business and in life. Founded by former CEOs of S&P 500 companies and a former presidential press secretary, we are a premier information service dedicated to helping our clients win business and influence policy across various specialties and verticals. About the Role The Market Development Representative (MDR) sits at the front of Leadership Connect’s sales process, identifying and engaging prospects, conducting meaningful discovery conversations, and moving qualified leads to our Sales Director team. MDRs are curious, well-prepared, and skilled at listening—not order-takers. A significant portion of our prospect base works in or around government and public policy—government contractors, lobbyists, and public affairs professionals—so an interest in policy-making and navigation of these environments is central to success in this role. We provide tools to support research and outreach efficiency so you can spend more time in conversations and less time on administrative work. What to Expect in This Role: Prospecting & Research Research target accounts and key contacts before outreach, developing a working understanding of their organizational priorities, recent activity, and likely needs Identify and prioritize prospects from assigned lists, inbound leads, and self-sourced accounts Respond promptly to inbound inquiries and marketing-generated leads, assessing fit and advancing qualified contacts into the pipeline Outreach & Engagement Conduct high-volume, multi-channel outreach (phone, email, LinkedIn) to introduce Leadership Connect to prospective clients Craft timely, personalized messaging that connects Leadership Connect’s value to each prospect’s context—staying current on policy developments, regulatory activity, and government contracting trends to keep outreach relevant Follow up persistently and professionally across outreach sequences to build familiarity and trust Discovery Lead early-stage discovery conversations to understand a prospect’s current workflows, data needs, and relationship-building challenges Ask targeted questions that reflect an understanding of how government contractors, lobbyists, and policy professionals operate and what drives their decisions Listen actively and adapt your approach based on what you learn, rather than delivering a scripted pitch Pipeline Progression & Handoff Clearly communicate the value of Leadership Connect, tailored to what matters most to each prospect Qualify prospects using defined criteria and deliver handoffs with documented context on needs, priorities, and objections so AEs can continue the conversation without starting over Log all prospect activity, notes, and outcomes in CRM (Salesforce or equivalent) with accuracy and consistency Sales Team Collaboration Work closely with Sales Leadership to align on prospect profiles, qualification criteria, and meeting standards Participate in team meetings to share market feedback and contribute to refining outreach messaging and the broader sales process About You What You Bring 1–3 years of experience in sales development, lead generation, business development, or a related outreach-focused role Experience leading early-stage discovery and qualification calls, with the ability to research prospects quickly and translate findings into personalized outreach Comfortable with multi-channel outreach and familiar with CRM platforms (Salesforce preferred) Active listener who asks the right questions, follows the conversation, and adapts rather than pitching from a script Resilience and curiosity — handles rejection without losing momentum and takes a genuine interest in how prospects work and where they face challenges Sound judgment on when to advance a conversation and when to step back Genuine interest in public sector dynamics — including government contracting, lobbying, and policy — and the ability to engage these audiences with relevant, informed messaging Preferred Qualifications Experience selling data, research, or SaaS platforms Familiarity with government contracting, lobbying, or public affairs — through work experience or genuine personal interest Previous exposure to or interest in a policy office, government affairs function, or public sector advisory role Benefits/Rewards: Awesome medical insurance plan Dental Insurance Life & Disability insurance Flexible spending accounts Unlimited PTO! Eleven Paid Holidays $3,000 Employee Referral Program Employer contribution to 401(k) plan Rewards and recognition programs If you’re excited about this role but don’t meet 100% of the requirements, we still want to hear from you! Leadership Connect is committed to building a diverse and inclusive workforce where unique experiences are valued and everyone has the opportunity to contribute. Research has continuously shown that women and people of color are less likely to apply for jobs unless they meet all of the listed qualifications. We want to help overcome this trend and seek to make space for unique and relevant skills and attributes. So, when applying to Leadership Connect we focus on evaluation based on key competencies needed for success in the position. We look forward to receiving your application! Leadership Connect is committed to creating a diverse environment and is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. Equal employment opportunity, including veterans and individuals with disabilities. #J-18808-Ljbffr