市场发展代表
Market Development Representative
在ClickUp，我们正在打造未来的工作方式：首个真正融合AI的办公空间，将任务、文档、聊天、日历和企业搜索统一起来，所有功能都由以情境为中心的AI驱动。我们是一家以AI为核心的企业。每位员工都被期望每天使用AI，我们在招聘过程中会评估AI的熟练程度。加入我们，一起重新定义可能的边界。🚀
我们现在所做的一切都围绕一个问题：如何通过AI提升生产力？ClickUp Brain和我们的代理型AI功能是公司的核心。我们不是将AI附加到项目管理工具上，而是在构建一个AI真正发挥作用的平台：与使用它的用户一同起草、总结、路由、研究和执行任务。这种专注既体现在外部也体现在内部。我们期望客户通过AI实现巨大的生产力提升，我们也期望自己做到这一点。每位ClickUp员工都会获得工具、培训和授权，在日常工作中使用AI。
这是一个以AI为核心的角色。你每天都会使用AI来更快地进行研究、大规模个性化、准备会议，并保持你的销售线索干净。你还需要推销AI，因此你需要能够可信地谈论它。
职位描述
作为市场开发代表（MDR），你将成为我们营销工作与销售团队之间的关键桥梁，在加速我们的收入管道中发挥关键作用。你将负责仔细跟进、培养并筛选从我们多样化的营销渠道产生的所有潜在客户。这个角色对于确保我们的销售团队只与最有前景且准备充分的客户接触至关重要。
在这个职位上，你将成为潜在客户的第一个联系人和值得信赖的教育者。你的使命是了解他们的初步兴趣，评估他们的业务需求，并阐述我们平台的价值，包括我们的AI功能如何改变他们团队的能力。你将负责买家旅程的关键早期阶段，建立信任关系，并在无缝过渡到客户经理之前筛选出高潜力的机会。
这是一个高速运转的岗位：30天内的周期，大规模生成销售线索，以及不懈的执行力。MDR不会通过数周的战略较量获胜。他们会通过更努力、更有效地筛选和坚持不懈，将每个潜在信号转化为能持续跟进的合格机会。
查看英文原文
At ClickUp, we're building the future of work: the first truly converged AI workspace unifying tasks, docs, chat, calendar, and enterprise search, all supercharged by context-driven AI. We are an AI-native company. Every team member is expected to leverage AI daily, and we evaluate AI fluency as part of our hiring process. Join us and help redefine what's possible. 🚀
Everything we build now runs through one question: how do we supercharge productivity with AI? ClickUp Brain and our agentic AI capabilities are the center of gravity for the company. We're not bolting AI onto a project management tool, we're building the platform where AI does real work: drafting, summarizing, routing, researching, and executing alongside the humans who use it. That focus is external and internal. We expect our customers to get radically more productive with AI, and we expect the same of ourselves. Every ClickUp employee is given the tools, the training, and the mandate to use AI in their daily workflow.
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.
THE ROLE
As a Market Development Representative (MDR), you'll 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, you'll 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 buyer's 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 don't 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. They're not corporate values on a wall, they're the operating system of the team.
🔥 Ownership. The non-negotiable foundation. Extreme ownership of pipeline outcomes and no excuses when a lead goes cold because you didn't respond fast enough or log your work properly. Intellectual honesty: truth over ego. Going above and beyond for the team's collective success, not just your own number.
⭐️ 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.
⚡️ 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.
🤖 AI Native. Using AI to amplify your own output, and positioning ClickUp's AI credibly to prospects. The bar: you're leveraging AI across research, outreach, follow-up, and CRM hygiene, and you can articulate our agentic AI value proposition in every qualification conversation.
KEY RESPONSIBILITIES
- Respond promptly (Zoom, phone, email) to all inbound leads generated by marketing activities: handraisers, account signals, content, webinars, social campaigns, and events.
- Qualify marketing-qualified leads (MQLs) using a consistent framework to determine sales readiness and fit, and distinguish buyers from browsers.
- Nurture leads through in-depth conversations, acting as an educator and advisor rather than focusing solely on immediate conversions.
- Uncover real business pain beneath surface-level inquiries, quantify its impact, and document it clearly for the AE.
- Position ClickUp's platform and agentic AI capabilities credibly and specifically, mapping them to the prospect's actual workflow gaps.
- Use AI tools across your entire workflow: account and persona research, personalization at scale, call prep, follow-up drafting, and CRM hygiene. Edit every output for authenticity, never ship raw.
- Maintain accurate, real-time records of lead interactions and qualification status in CRM.
- Deliver comprehensive AE handoffs with a qualification summary, roles identified, pain documented, and competitive context.
- Provide detailed feedback to sales and marketing on lead quality, content effectiveness, and channel performance, helping refine messaging and targeting.
- Occasionally perform cold outreach as needed, with a primary focus on inbound.
- Share what works: talk tracks, AI workflows, and objection patterns. Individual wins are good, team adoption is better.
QUALIFICATIONS
This role is built for a highly motivated and tenacious individual who is eager to succeed and thrives on hard work. The most important qualifications are your personal drive and resilience, as you'll be connecting with a high volume of customers daily.
- What's non-negotiable: a strong work ethic, the grit to overcome challenges, and the tenacity to consistently engage with customers.
- Also non-negotiable: genuine curiosity about AI and a willingness to rebuild how you work around it. You don't need to be an expert. You need to be someone who reaches for AI first and figures it out.
- 1-2 years of relevant experience in outbound sales and/or a demonstrated passion for sales as a primary career focus.
- Strong communication and interpersonal skills, and the ability to quickly build rapport and trust.
- Analytical mindset with real attention to detail.
- Familiarity with CRM and marketing automation tools.
- Collaborative team player with a proactive approach to problem-solving. AI adoption spreads through people who are approachable and generous with what they learn.
SUCCESS METRICS
- Speed and quality of lead follow-up against SLA.
- Conversion rate of MQLs to sales-qualified opportunities.
- CRM data integrity and process adherence.
- Quality and usefulness of feedback provided to marketing and sales.
- Contribution to pipeline and revenue growth from marketing-generated leads.
The throughline for this role: speed, resilience, and conversion quality. You win by out-hustling, out-persisting, and out-qualifying every single day, and by using AI to make every one of those things easier than it was yesterday.
#LI-Remote #LI-NMR
Equal Opportunity Employer
ClickUp is an Equal Opportunity Employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.
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Visa Sponsorship
Please note we are unable to sponsor or take over sponsorship of an employment visa for roles outside of engineering and product at this time. Sponsorship for engineering and product roles is not guaranteed, but is instead based on the business needs for that specific role at that time. Please reach out to the recruiter with any questions.
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AI Processing Notice
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