Market Development Manager (Remote - East Coast)

About the Business:

LexisNexis Risk Solutions is a trusted leader in risk assessment and data-driven decisioning solutions. Within the Business Services division, the company delivers a broad portfolio of solutions designed to help organizations accelerate growth, improve operational efficiency, and enhance customer experiences. Its capabilities span Anti-Money Laundering and Counter Terrorist Financing (AML/CTF), identity authentication and verification, fraud prevention, credit risk mitigation, and customer data management. By combining advanced analytics, data, and technology, LexisNexis Risk Solutions helps businesses make more informed decisions while managing risk with confidence. Learn more at LexisNexis Risk Solutions.

About the Role:

We are looking for an experienced Market Development Manager to lead a team of 7 MDR's in North America. You will be responsible for hiring, training, managing & motivating a team of high performing individuals. You will coach the team on lead qualification, validation, as well as prospecting and discovery techniques, to make sure that prospects/leads are converted into qualified opportunities. You will be a frontline manager focused on building the sales pipeline and exceeding team quotas.

Reporting to the Senior Director of Demand Generation and collaborating with Sales and Regional Marketing teams, this role is central to efforts to scale the business and requires the ability to develop and optimise processes that enforce best practices, speed up onboarding, and maximise performance.

Key Responsibilities

• Optimize onboarding plans for new MDRs and provide direct coaching to continuously improve their skills.
• Collaborate with Sales Enablement to ensure training is current and relevant to our offerings and buying groups.
• Manage team capacity and support ongoing development to retain top-performing MDRs.
• Establish certification and achievement milestones to formally recognize competence.
• Lead and support an international team of 7 MDRs, fostering authentic connections with prospects and encouraging innovative approaches.
• Develop best-in-class communication strategies and prospecting techniques in partnership with marketing and sales.
• Analyze engagement cadences and messaging for continuous improvement.
• Inspire engagement through creative tactics, including contests and team competitions.
• Maintain a playbook of processes and best practices to ensure team efficiency.
• Model effective leadership and communication, setting the standard for "what good looks like."
• Establish KPIs to measure and improve MDR performance in opportunity identification, validation, and qualification.
• Create a feedback loop with marketing, sales, and portfolio leadership to share insights and optimize go-to-market strategies.
• Partner with sales and marketing operations on reporting, segmentation, and tool integrations.
• Identify and recommend improvements in process, efficiency, and productivity.
• Ensure accurate reporting in Salesforce and manage all demand management-related SLAs.
• Plan and forecast team capacity to align with business needs.

Qualifications

• 5+ years of MDR/SDR/Inside Sales experience in a B2B environment with a track record of achieving targets.
• 1+ years of experience recruiting, managing, and developing MDR/SDR teams.
• Strong knowledge of sales methodology.
• Proficiency in Salesforce, Groove (or similar workflow tools), chat tools, and SalesNavigator.
• Data-driven mindset with the ability to analyze trends.
• Experience building relationships at various organizational levels.
• Excellent written and verbal communication skills in English; additional languages are highly valued.
• Location: Candidates located in Eastern Time Zone markets are preferred; candidates in Central Time Zone markets will also be considered.

U.S. National Base Pay Range: $72,200 - $120,200. Total Target Cash Range: $111,000 - $184,800. Geographic differentials may