Market Development Associate

About the role

We are seeking a driven and research-oriented Market Development Associate to support district-level revenue growth through targeted, state-specific go-to-market execution. This role is a critical pipeline-generating partner to Sales and Marketing, responsible for building research-backed outreach strategies, executing outbound campaigns, and supporting conference-driven demand generation.

The ideal candidate is a high-urgency, self-directed operator who thrives on research, execution, and continuous improvement. This role is well-suited for someone early in their sales or go-to-market career who wants clear expectations, measurable impact, and exposure to strategic sales motions in a fast-growing EdTech company.

What You'll Do

Market & State-Level Strategy

• Conduct deep research into state-specific K-12 policies, procedures, and operational nuances related to fundraisers, boosters, and school districts.
• Build, document, and maintain comprehensive state-by-state sales strategies within HubSpot.
• Prioritize and sequence state outreach based on opportunity size, readiness, and ease of entry.
• Partner with Marketing to align messaging and campaigns with state-level insights.

Pipeline Generation & Prospecting

• Research district and school-level decision-makers and accurately import contact data into HubSpot.
• Add a minimum of 1,700 new school buildings into the pipeline by driving qualified discovery meetings.
• Execute outbound email and call sequences with consistency, urgency, and attention to detail.
• Create, document, and share effective outreach sequences and best practices with the broader sales team.

Meeting Booking & CRM Excellence

• Meet or exceed monthly and quarterly targets for booked and attended discovery meetings.
• Maintain weekly activity benchmarks across calls, emails, and sequence completion.
• Ensure best-in-class CRM hygiene, including accurate activity tracking, pipeline stages, and contact data.

Conference & Campaign Support

• Drive pre- and post-conference execution, including list uploads, lead sheets, and AE briefings.
• Provide Account Executives with relevant prospect intelligence, including state-specific context and lead status.
• Execute timely, strategic post-event follow-up and integrate learnings into ongoing campaigns.

Ideal Candidate Profile

• Enterpriser: A proactive self-starter with ownership mentality and bias toward action.
• High Sense of Urgency: Operates quickly without sacrificing accuracy or quality.
• Detail-Oriented Operator: Maintains high standards for research, execution, and CRM hygiene.
• Adaptable & Flexible: Comfortable pivoting tactics as strategies evolve.
• Persistent & Tenacious: Demonstrates grit and resilience in outbound prospecting.
• Customer-Centric Thinker: Seeks to understand district needs and align value accordingly.
• Strong Communicator: Clear, concise written and verbal communicator.
• Creative Problem Solver: Finds new and effective ways to engage prospects.
• Self-Leader: Manages time, priorities, and goals with minimal oversight.

Requirements

• 1-3 years of experience in sales development, market development, or outbound prospecting (SaaS or EdTech preferred).
• Experience working in a CRM environment (HubSpot strongly preferred).
• Strong research, organizational, and time-management skills.
• Comfort with high-volume outbound activity and performance-based goals.
• Familiarity with the K-12 education market is a plus but not required.

Benefits

• Unlimited Paid Time Off
• Flextime Options
• Remote Work Options
• Paid Holidays
• Employee Stock Options
• Paid Parental and Family Medical Leave
• Full Employee Medical, Dental, and Vision Coverage
• Flexible Spending Account
• 401(k) Plan