Marketing Development Representative

Role Description

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 LinkedIn 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.

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 as SalesLoft.
• Familiarity with lead qualification frameworks (BANT, MEDDIC, SPIN) and B2B demand generation concepts.
• Exposure to LinkedIn Sales Navigator, ZoomInfo, or similar prospecting and intelligence tools.

Benefits

• 15 vacation days (prorated based on start date).
• 12 company-paid holidays.
• 6 paid sick days (prorated based on start date; may vary by state).
• Medical, dental, and vision coverage.
• 2 floating holidays (prorated based on start date).
• 1 volunteer day.
• 401(k) company match (IDC matches 3% on the first 6% of employee contributions).
• Company-paid short-term disability.
• Company-paid life insurance.
• Company-paid parental leave.

Compensation Transparency

At IDC, we are committed to fair and equitable pay practices. Employees are compensated equitably for their work, aligned with their skills and experience. Salary and incentive structures are determined through a rigorous process that considers experience, education, certifications, role-specific requirements, internal equity, and verified U.S. market data from an independent third-party partner.

The expected total annual compensation, depending on location and experience, is between $80,000 - $95,000, inclusive of base salary and variable compensation.

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.

IDC is currently able to employ remote workers in the following states: Arizona (AZ), California (CA), Colorado (CO), Connecticut (CT), Washington D.C. (DC), Florida (FL), Georgia (GA), Illinois (IL), Indiana (IN), Kansas (KS), Massachusetts (MA), Maryland (MD), Maine (ME), Michigan (MI), Minnesota (MN), Missouri (MO), Mississippi (MS), North Carolina (NC), New Hampshire (NH), New Jersey (NJ), New York (NY), Ohio (OH), Oregon (OR), Pennsylvania (PA), Rhode Island (RI), South Carolina (SC), Tennessee (TN), Texas (TX), Utah (UT), Virginia (VA), Vermont (VT), Washington (WA), and Wisconsin (WI).