Market Development Representative (Inbound & Outbound)

Description:

We are a growing technology research and advisory company serving enterprise and technology leaders through subscription-based research products. We're looking for a Market Development Representative (MDR) to join our revenue team and help drive new business growth.

This role focuses on inbound lead management, outbound prospecting, lead qualification, and meeting booking. You'll be the first point of contact for prospective customers, engage decision-makers, qualify opportunities, and schedule meetings for senior sales team members. Success in this role requires strong communication skills, persistence, organization, and the ability to generate qualified sales conversations.

This is an excellent opportunity for someone with approximately 1 year of experience in sales, business development, lead generation, appointment setting, or a related role who wants to build a career in technology sales.

Specific Responsibilities Include:

Market Development & Meeting Booking

• 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.

Operations & Reporting

• 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.

The ideal candidate will have the following qualifications:

Required

• 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

• 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:

• Base salary plus potential commission/bonus opportunity.
• This role offers 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.

Company Description:

ABI Research is a forward-thinking, fast-paced company specializing in the technologies of tomorrow. ABI is family-friendly, with locations throughout the United States, the United Kingdom, and Singapore. Additionally, we have many employees who work remotely from home, either full-time or part of the 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!