Market Development Manager

IFS is a billion-dollar revenue company delivering award-winning enterprise software solutions. They are seeking a Market Development Manager to prospect new accounts in asset-heavy industries, conduct market research, and generate qualified leads to build a strong sales pipeline.

Responsibilities:

• Prospect and qualify net-new accounts across energy, utilities, manufacturing, aerospace, field service, and asset-intensive industries. You'll work named account lists, inbound leads, and intent-triggered targets. You will also prospect into cold accounts and come up with creative ways to cut through the noise
• Conduct market research – and apply it. What are the hot topics in the markets we serve, timely trends, or compliance deadlines? Find them to incorporate into your messaging and inform marketing campaigns
• Lead gen and nurture. Not every prospect is sales-ready, but non should go cold. You’ll partner with marketing to fill seats and virtual and live events, run structured follow-up after, and build nurture plays that keep warm accounts moving until the timing is right
• Run account-based outbound. Using Claude and your own ingenuity, research target accounts deeply enough to earn a reply. Understand their industry, their operational pain, their tech stack. Build multi-touch sequences with messages that reference what matters to them
• Act on intent data. When a target account is researching predictive maintenance, field service automation, or compliance AI, you'll follow up with custom sequences built around that specific search behavior. Timing and relevance is key
• Use direct mail to open doors. Sendoso is in the stack. You'll use it strategically to stand out and create warmth: a well-timed physical send to get a first meeting, to re-engage a stalled conversation, or to land a demo. Not swag dumps, but targeted, creative plays that earn attention
• Send video. Record short, personalized videos for high-priority accounts. Show the prospect you've done the work. A 60-second video that references their plant, their industry challenge, or a recent announcement cuts through in a way that text can't
• Book qualified meetings and generate qualified pipeline for the AE team – but also surface accounts, feed market intelligence back to campaigns, and build the warm relationships that convert over time. Every handoff includes context the marketing team can use to improve campaigns
• Manage your pipeline in HubSpot. Log activity, track engagement, update contact and account records, and keep your pipeline clean. The data you put in powers the marketing team's reporting and the AE's prep

Requirements:

• Creative prospecting. You've tried things beyond the standard sequence. You're drawn to the plays that actually work, not the ones that are easiest to run
• Account-based mindset. You'd rather spend time researching one account and writing something sharp than blast 200 contacts with the same template. You no longer have to pick between speed and relevancy thanks to AI
• Curiosity about industrial markets. You don't need to know the difference between a gas turbine and a wind turbine on day one. But you need to want to learn. Our buyers respect people who understand their world
• Market research. You are comfortable conducting market research without a lot of guidance required – staying abreast of the trends and timely topics that will resonate with our audience
• AI fluency or appetite. You already use AI tools in your workflow, or you're excited to dig in, learn, and work differently
• Discipline. Creative outbound only works if you also do the reps. Activity volume still matters. CRM hygiene still matters. Follow-up still matters. The creativity sits on top of consistency, not instead of it