Job Description

Description

Reporting to: VP of Sales

Remote (United States)

Overview

As a Market Development Manager (MDM), you will play a critical role in the top of our revenue funnel, bridging the gap between Marketing and Sales. You'll be responsible for identifying and engaging net-new accounts, nurturing inbound interest, qualifying leads, and setting up impactful conversations for our Sales (inside and field) Executives.

This role is ideal for someone with grit, curiosity, and a passion for connecting businesses with solutions that solve their biggest challenges, especially in hospitality, food service management, or enterprise software.

Key Responsibilities

Prospecting & Lead Generation

- Identify and engage net-new accounts via phone, email, LinkedIn, and other digital platforms.
- Follow up on inbound leads from marketing programs (webinars, whitepapers, events, etc.).
- Research target accounts and contacts to personalize outreach and improve conversion.
- Qualify leads based on defined criteria (company size, role, buying readiness, etc.).
- Maintain accurate records of activity and progress in Salesforce.

Qualification & Handoff

- Conduct brief discovery meetings to assess needs, pain points, and buying interest.
- Deliver compelling value pitches and spark interest in a deeper evaluation.
- Facilitate warm handoffs and calendar appointments for Sales Executives.

Nurturing & Re-Engagement

- Re-engage dormant prospects in coordination with Sales.
- Act as a prospect concierge, sharing content, answering early questions, and maintaining momentum until sales engagement makes sense.
- Support 1:1 Account-Based Marketing efforts in key verticals.

Collaboration & Tools

- Work closely with Sales, Marketing, and Product to align messaging and go-to-market efforts.
- Execute digital outreach using tools like Pardot, LinkedIn Sales Navigator, HighSpot, and Quip.
- Stay up to date on industry trends, competitive solutions, and product updates.

What Success Looks Like

- Consistent creation of Sales Accepted Opportunities (SAOs) and Sales Qualified Leads (SQLs).
- Strong conversion from outreach to scheduled meetings.
- Pipeline acceleration support through timely re-engagement and qualification.

Requirements

- 2+ years of experience in software sales or sales development, preferably Hospitality and B2B SaaS.
- Strong written and verbal communication skills; confident, persuasive, and personable.
- Demonstrated ability to exceed goals in a fast-paced environment.
- Proficiency with Salesforce (e.g., Pardot, Salesloft).
- High attention to detail, organization, and follow-through.
- Experience in the hospitality, restaurant, or enterprise tech space is a strong plus.
- Bachelor's degree in business, marketing, or related field preferred.

Preferred Qualities

- Resilient and self-motivated with a team-first attitude.
- Curious, coachable, and eager to grow in a sales or marketing career.
- Customer-obsessed mindset with a focus on long-term relationship-building.

Why This Role Matters

This is not just a lead-gen role, it’s the foundation of our go-to-market strategy. You’ll help shape first impressions and set the tone for every future customer engagement.

Additional Requirements

Licensing Requirement: Must be willing to complete all license applications, background checks, security checks and/or any other documentation and provide copies of any identification documents required by any State, Federal or Tribal governmental agency in order to maintain compliance with their laws and to successfully perform in the role.

The information in this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Conditions may require the Company to modify this job description, and the Company reserves the right to exercise its discretion to make such changes.

Agilysys is an equal opportunity employer. In compliance with Federal and State EEO laws, qualified applicants are considered for all positions without regard to race, color, gender, religion, national origin, ancestry, place of birth, age, marital status, sexual orientation, disability, or veteran status.

EEO/AAP Employer M/F/V/D

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