Market Development Representative

PULSATE

Reports to: VP Sales & Partnerships

At Pulsate, our passion is personalization. We're a fast-moving, innovative fintech changing how the banking industry brings deep, personalized engagement into digital banking.

We work with hundreds of financial institutions across the US, reaching millions of consumers — helping credit unions and community banks bring the feel of a branch visit onto the glass screen of a mobile phone. We're helping Financial Institutions engage their members and customers to improve their financial well-being.

The Market Development Representative (MDR) plays a critical role in Pulsate's new-logo growth strategy. This is not an open-territory prospecting role — the MDR works a defined, tiered universe of financial institution accounts, systematically building coverage, qualifying interest, and generating Sales Accepted Leads (SALs) for the sales team.

You'll bring a structured, organized approach to outreach — comfortable working a named account list with persona-based messaging, rather than freelancing an open market. You'll partner closely with the VP Sales & Partnerships on account prioritization and with the broader Go-To-Market team. 

• Own systematic outreach and qualification across a defined, tiered list of target financial institutions — building coverage methodically rather than working an open-ended market.
• Generate Sales Accepted Leads (SALs) through multi-touch, persona-based sequences across email, LinkedIn, and calls, matched to the Pulsate ICP.
• Qualify prospects on fit, need, and timing, and secure discovery meetings for the sales team to progress.
• Track all activity, account status, and qualification notes in HubSpot, keeping account coverage and pipeline data current and accurate.
• Support expansion opportunities within existing accounts by surfacing growth signals, working closely with the Partner Success team. 
• Feed structured, data-backed insight back on account segment performance and messaging effectiveness, to continually sharpen targeting and prioritization within your book.
• Attend industry specific events from time-to-time to build industry knowledge, develop relationships and support your prospecting goals. 

• A methodical, organized approach to account-based outreach — you'd rather run a defined territory well than chase everything at once.
• Genuine curiosity about buyer problems, and the persistence to work through multiple touches without losing momentum.
• Strong written and verbal communication — you can adapt messaging across personas (operations, digital banking, marketing) within a financial institution.
• Comfort with ambiguity and an evolving playbook — you're energized by helping build and refine a new motion, not just executing an existing one.
• CRM proficiency (HubSpot preferred) and familiarity with sales engagement / prospecting tools (LinkedIn Sales Navigator, ZoomInfo or similar).
• Prior B2B sales development experience; fintech, banking, or other regulated-industry exposure is a plus but not required.

This role is a launchpad, not a ceiling. MDRs who consistently perform and demonstrate strong deal qualification have a clear path to Junior Account Executive, taking on full ownership of deals they generate below a threshold value, onto Senior Account Executive, running full cycle Enterprise deals. 

• The chance to build, evolve and grow — not just execute someone else's playbook.
• A bonus scheme and commission structure that rewards both lead quality and deal outcomes.
• Budget for professional development.
• Flexible working, birthday leave, company travel.