Marketing Development Representative

Overview:

About the Role & Team

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

What You Bring

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 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

Why This Role Stands Out

At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

What We Offer

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.

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).

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