Market Development Lead

Market Development Lead

As the Market Development Lead, 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 execute high-quality inbound follow-up and warm outbound motions while building and iterating the AI-assisted workflows that power the top of our funnel.

This is not an entry-level role. We're looking for someone who has already proven they can generate a pipeline, write sequences that convert, and operate independently.

This role is for a highly motivated, intellectually curious professional who wants to be at the intersection of human persuasion, AI-powered outreach, and GTM operations.

You'll run and tune an AI-powered motion, chasing down high-intent inbound leads, calling into warm AI-sourced accounts, leading post-event follow-up, and making sure our sellers spend their time where it counts: in the room with qualified opportunities.

If you're someone who geeks out on great copy, wants to understand how AI is reshaping GTM, and is hungry to build and scale something from the ground up, this is your role.

We're on a mission to change how organizations perceive and use people data. And we hold true to our core values of: Be an excellent communicator; Operate with transparency; Provide leverage, not optimization; Win When Our Customers Win; and Act with integrity and trust.

Responsibilities:

• Own top-of-funnel pipeline generation across early stage inbound leads and AI-sourced leads into qualified opportunities
• Execute rapid, thoughtful follow-up with webinar attendees, field event contacts, and marketing-sourced leads to book sales meetings
• Drive pre- and post-event outreach to maximize pipeline generated from field events and conferences, using AI to handle research and first drafts so you can focus on high value conversations
• Build, write, and optimize Outreach sequences while owning message quality, brand alignment, and AI personalization
• Leverage AI tools like Artisan, Outreach, and Claude for account identification, persona mapping, and tailored messaging
• Identify and pre-qualify cold key persona contacts and ICP accounts across target verticals
• Surface quality insights to RevOps, Sales, and Marketing on lead conversion to optimize GTM feedback loop
• Serve as a signal amplifier between the top of funnel and the sales floor to improve the overall sales motion

Requirements:

• Bachelors degree or equivalent experience
• Minimum 1–3 years of experience in a sales development, inside sales, or growth marketing role with a demonstrable track record of quota attainment
• Strong written communication skills—you can write a cold email that actually gets a reply
• Comfortable making phone calls to high-propensity leads
• Demonstrated ability to work with CRM and sales engagement tools (HubSpot, Outreach, Salesforce, or equivalent)
• Intellectually curious with a genuine interest in how AI is changing sales and GTM motions
• Strong instinct for the human role in AI-assisted outreach—you know AI helps with scale, but you own quality and persuasion
• Proven ability to self-manage pipeline, prioritize high-intent leads, and operate independently
• Based in San Francisco; able to work from our SF office

Preferred Qualifications:

• Experience in B2B SaaS, data, or martech
• Experience selling into or prospecting within at least one of our core verticals: Retail, Travel & Hospitality, Financial Services, or Nonprofit organizations
• Exposure to AI prospecting tools (Artisan, Clay, or similar)
• Interest in a career path toward Sales, RevOps, Growth Marketing, or GTM Engineering

The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across California. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. We also offer a comprehensive benefits package, which you can explore on our careers site.

Compensation range: $105,000 - $150,000 a year

Windfall is a people intelligence and AI company that gives go-to-market teams actionable insights. By democratizing access to people data, organizations can intelligently prioritize go-to-market resources to drive greater business outcomes. Powered by best-in-class machine learning and artificial intelligence, Windfall activates insights into workflows that engage the right people for each respective organization. More than 1,500 data-driven organizations use Windfall to power their business.

Windfall is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.