Market Development Representative

About the role

As a Market Development Representative at ClickUp, you will be the critical bridge between marketing initiatives and the sales organization, turning inbound interest into qualified sales opportunities. You will use AI‑driven tools daily to research prospects, personalize outreach at scale, and keep the pipeline clean while articulating the value of ClickUp’s AI‑powered workspace.

Key responsibilities

• Respond promptly to inbound leads from webinars, content, social campaigns and events via Zoom, phone or email.
• Qualify Marketing‑Qualified Leads (MQLs) using a consistent framework, distinguishing buyers from browsers.
• Nurture leads through in‑depth conversations, acting as an educator and advisor.
• Uncover underlying business pain, quantify impact and document it for the Account Executive.
• Position ClickUp’s platform and agentic AI capabilities credibly, mapping them to prospect workflow gaps.
• Leverage AI tools for account research, personalized outreach, call preparation, follow‑up drafting and CRM hygiene.
• Maintain real‑time, accurate records of lead interactions and qualification status in the CRM.
• Deliver comprehensive handoffs to Account Executives with qualification summaries, identified roles, documented pain and competitive context.
• Provide feedback to sales and marketing on lead quality, content effectiveness and channel performance.
• Occasionally conduct cold outreach when needed, focusing primarily on inbound signals.

Required profile

• Strong work ethic, grit and tenacity to engage a high volume of customers daily.
• Genuine curiosity about AI and willingness to adopt AI tools in daily workflow.
• 1‑2 years of relevant experience in outbound sales or a demonstrated passion for a sales career.
• Excellent communication and interpersonal skills with the ability to quickly build rapport.
• Analytical mindset with strong attention to detail.
• Familiarity with CRM and marketing automation tools.
• Collaborative team player who proactively solves problems.