This is an AI-native role. You will use AI every day to research faster, personalize at scale, prep calls, and keep your pipeline clean. You will also be selling AI, so you need to speak about it credibly.
As a Market Development Representative (MDR), youâll serve as the critical bridge between our marketing efforts and the sales team, playing a pivotal role in accelerating our revenue pipeline. You will be responsible for meticulously following up on, nurturing, and qualifying all inbound leads generated from our diverse marketing channels. This role is fundamental to ensuring our sales team engages only with the most promising and well-prepared prospects.
In this position, youâll act as the first point of contact and a trusted educator for potential customers. Your mission is to understand their initial interest, assess their business needs, and articulate the value of our platform, including how our AI capabilities change what their team is capable of. You will manage the crucial early stages of the buyerâs journey, building rapport and filtering for high-potential opportunities before seamlessly transitioning them to an Account Executive.
This is a high-velocity motion: sub-30 day cycles, pipeline generation at scale, and relentless execution. MDRs donât win by out-strategizing over weeks. They win by out-hustling, out-qualifying, and out-persisting, turning every inbound signal into a qualified opportunity that sticks downstream.
How We Hire, Coach and Measure: The Four Pillars
Every MDR is developed and evaluated against four behavioral pillars. Theyâre not corporate values on a wall, theyâre the operating system of the team.
đĽ Ownership. The non-negotiable foundation. Extreme ownership of pipeline outcomes and no excuses when a lead goes cold because you didnât respond fast enough or log your work properly. Intellectual honesty: truth over ego. Going above and beyond for the teamâs collective success, not just your own number.
âď¸ Obsession. The refusal to plateau. This is a high-rejection motion, so you study objection patterns, perfect talk tracks, and learn from every no. You compound knowledge: every call makes the next one better because you document what works and share it.
âĄď¸ Effectiveness. Winning by design, not effort alone. Converting high volume into high quality through sharp qualification, deep discovery, and meetings that actually stick. Every touch is chosen for maximum conversion impact.
đ¤ AI Native. Using AI to amplify your own output, and positioning ClickUpâs AI credibly to prospects. The bar: youâre leveraging AI across research, outreach, follow-up, and CRM hygiene, and you can articulate our agentic AI value proposition in every qualification conversation.