Market Development Representative

ILAB LLC•Indianapolis, IN

1d•Remote

About The Position

The Market Development Representative (MDR) is responsible for generating qualified enterprise opportunities within defined market segments through strategic campaign execution, outbound engagement, and disciplined prospect qualification. This position focuses on structured enterprise prospect development targeting, CIOs, CTOs, PMO leaders, Procurement officers, and executive stakeholders within agreed-upon market segments, geographies, and industries. The MDR owns top-of-funnel opportunity creation and serves as the critical bridge between marketing strategy and enterprise sales execution, driving pipeline growth and positioning the sales team for success. Market Campaign Execution Partner with Marketing to execute targeted campaigns by industry vertical (Retail, Utilities, Financial Services, State Government, etc.) that drive qualified enterprise engagement and pipeline growth Develop a strong understanding of campaign messaging and value propositions into compelling outreach that increases response and conversion rates Drive content distribution efforts while tracking engagement metrics to improve performance and optimize campaign ROI Provide actionable market intelligence that increases pipeline creation and accelerates opportunity development Target Account Research & Intelligence Identify and prioritize high-value target organizations aligned to strategic growth objectives Map and validate key decision-makers and stakeholders (CIO, CTO, QA Director, PMO, Procurement) to accelerate access Understand current initiatives, technology environments, and risk areas to position relevant solutions Prepare and deliver actionable account briefs that equip sales with strategic insight Outbound Prospecting & Engagement Execute structured outbound (calls, emails, LinkedIn, event follow-ups) to generate qualified enterprise conversations Apply disciplined, multi-touch cadence strategies to maximize engagement and response rates Personalize messaging based on industry context and account intelligence to increase conversion effectiveness Clearly articulate and position iLAB’s value proposition to differentiate in competitive markets Establish executive credibility and convert outreach into secured discovery meetings. Lead Qualification & Opportunity Shaping Conduct initial qualification conversions to validate opportunity viability and strategic fit Assess budget availability, decisions authority, business need alignment, timeline, and procurement pathway to prioritize high-probability pursuits Identify opportunity stage (early awareness, active initiative, RFP-driven, or pre-procurement strategy) to guide sales strategy and engagement approach Shape early-stage discussions into defined opportunities by clarifying scope, urgency and stakeholder alignment Document qualification insights and next steps in CRM to ensure clean pipeline visibility and seamless handoff to sales. Meeting Coordination & Pipeline Development Schedule discovery meetings with appropriate stakeholders to advance strategic account development Provide comprehensive pre-meeting briefings to Strategic Account Executives, including account intelligence, stakeholder context, and opportunity positioning Align on clear meeting objectives to ensure productive value driven conversations Track meeting outcomes, next steps and handoff, if applicable Monitor opportunity progression post-meeting, if not retained CRM Discipline & Reporting Maintain accurate CRM data to ensure clean pipeline tracking and reporting accuracy Track and report on key metrics including activity volume, engagement rates, meeting-to-opportunity conversion, and pipeline value generated Monitor individual performance against established outreach and conversion targets Provide weekly pipeline reporting to measure contribution to revenue growth and sales objectives

Requirements

Bachelor’s degree in Marketing or equivalent professional experience
2-5 years’ experience in B2B outbound prospecting
Exposure to complex services or technology sales environment
Familiarity with CRM systems and campaign tracking
Strong verbal and written communication skills
Structured and disciplined work style
Ability to articulate complex service offerings simply
Research-oriented mindset

Responsibilities

Generating qualified enterprise opportunities within defined market segments through strategic campaign execution, outbound engagement, and disciplined prospect qualification.
Partner with Marketing to execute targeted campaigns by industry vertical (Retail, Utilities, Financial Services, State Government, etc.) that drive qualified enterprise engagement and pipeline growth
Develop a strong understanding of campaign messaging and value propositions into compelling outreach that increases response and conversion rates
Drive content distribution efforts while tracking engagement metrics to improve performance and optimize campaign ROI
Provide actionable market intelligence that increases pipeline creation and accelerates opportunity development
Identify and prioritize high-value target organizations aligned to strategic growth objectives
Map and validate key decision-makers and stakeholders (CIO, CTO, QA Director, PMO, Procurement) to accelerate access
Understand current initiatives, technology environments, and risk areas to position relevant solutions
Prepare and deliver actionable account briefs that equip sales with strategic insight
Execute structured outbound (calls, emails, LinkedIn, event follow-ups) to generate qualified enterprise conversations
Apply disciplined, multi-touch cadence strategies to maximize engagement and response rates
Personalize messaging based on industry context and account intelligence to increase conversion effectiveness
Clearly articulate and position iLAB’s value proposition to differentiate in competitive markets
Establish executive credibility and convert outreach into secured discovery meetings.
Conduct initial qualification conversions to validate opportunity viability and strategic fit
Assess budget availability, decisions authority, business need alignment, timeline, and procurement pathway to prioritize high-probability pursuits
Identify opportunity stage (early awareness, active initiative, RFP-driven, or pre-procurement strategy) to guide sales strategy and engagement approach
Shape early-stage discussions into defined opportunities by clarifying scope, urgency and stakeholder alignment
Document qualification insights and next steps in CRM to ensure clean pipeline visibility and seamless handoff to sales.
Schedule discovery meetings with appropriate stakeholders to advance strategic account development
Provide comprehensive pre-meeting briefings to Strategic Account Executives, including account intelligence, stakeholder context, and opportunity positioning
Align on clear meeting objectives to ensure productive value driven conversations
Track meeting outcomes, next steps and handoff, if applicable
Monitor opportunity progression post-meeting, if not retained
Maintain accurate CRM data to ensure clean pipeline tracking and reporting accuracy
Track and report on key metrics including activity volume, engagement rates, meeting-to-opportunity conversion, and pipeline value generated
Monitor individual performance against established outreach and conversion targets
Provide weekly pipeline reporting to measure contribution to revenue growth and sales objectives