Marketing Development Representative

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

• Required Qualifications
  • 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 as 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

• Individualized Culture: An environment where you can explore new areas outside your specialty and stay engaged with work you enjoy.
• Remote Work & Flexibility: Work from home with a requirement of only one to two days per month in the office.
• Prime Location: Office in the heart of Prague (Můstek/Staroměstská), within 7 minutes of all metro lines.
• ICO or HPP. A full-time permanent contract with a benefit package (25 days of annual leave, additional company-wide days off, Pluxee points, meal allowance and more).

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.