Market Development Representative

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 fram