Market Development Specialist

Windfall is on a mission to change how organizations perceive and use people data. We help nonprofits and commercial organizations identify, understand, and engage their most valuable prospects—powered by best-in-class data and a modern SaaS and AI platform.

As a Market Development Specialist, you'll serve as the critical bridge between our marketing efforts and the sales team, playing a pivotal role in accelerating our revenue pipeline. You will be responsible for meticulously following up on, nurturing, and qualifying all inbound leads generated from our diverse marketing channels. This role is fundamental to ensuring our sales team engages only with the most promising and well-prepared prospects.

This is not an entry-level role. We're looking for someone who has already proven they can generate pipeline, write sequences that convert, and operate independently at the top of the funnel. This role is for a highly motivated, intellectually curious professional who wants to be at the intersection of human persuasion and AI-powered outreach. You'll own the top of our funnel—chasing down high-intent leads, running post-event follow-up, working AI-sourced accounts, and making sure our sellers spend their time where it counts: in the room with qualified opportunities. If you're someone who geeks out on great copy, wants to understand how AI is reshaping GTM, and is hungry to build something from the ground up, this is your role.

Our mission is to change how organizations perceive and use people data. We hold true to our core values of: (1) Be an excellent communicator; (2) Operate with transparency; (3) Provide leverage, not optimization; (4) Make a difference every day; and (5) Act with integrity and trust.

Responsibilities:

Own top-of-funnel pipeline generation across Commercial and Nonprofit segments, including Partner inbounds and referral partner qualification (agencies, nonprofit consultants, etc.)
Work and convert Artisan AI-sourced leads and marketing leads below the MQL threshold—turning early-stage interest into qualified opportunities for AEs
Follow up with webinar attendees, field event contacts, and other marketing-touched leads who haven't yet booked
Drive pre- and post-event outreach to maximize pipeline generated from field events and conferences
Build, write, and optimize Outreach sequences—owning message quality, brand alignment, and AI personalization
Identify and pre-qualify cold key persona contacts and ICP accounts across target verticals (Retail, Travel & Hospitality, Financial Services, Enterprise Nonprofit)
Leverage AI tools (Artisan, Outreach, Claude, etc.) for ICP account identification, persona mapping, and message personalization—and actively push the boundaries of how we use them
Own the quality feedback loop: surface insights to RevOps, Sales, and Marketing about why leads are or aren't converting
Serve as a signal amplifier between the top of funnel and the sales floor—making the whole motion smarter over time

Requirements:

Bachelors degree or equivalent experience
2–3 years of experience in a sales development, inside sales, or growth marketing role with a demonstrable track record of quota attainment
Strong written communication skills—you can write a cold email that actually gets a reply
Comfortable dialing high-propensity leads; not afraid of the phone
Demonstrated ability to work with CRM and sales engagement tools (HubSpot, Outreach, Salesforce, or equivalent)
Intellectually curious with a genuine interest in how AI is changing sales and GTM motions
Able to understand and apply AI prompting concepts across tools like Artisan, Outreach, and Claude
Strong instinct for the human role in AI-assisted outreach—you know AI helps with scale, but you own quality and persuasion
Proven ability to self-manage pipeline, prioritize high-intent leads, and operate independently
Based in San Francisco; able to work from our SF office

Preferred Qualifications:

Experience in B2B SaaS, data, or martech
Experience selling into or prospecting within at least one of our core verticals: Retail, Travel & Hospitality, Financial Services, or Enterprise Nonprofit
Prior experience building or iterating on Outreach (or similar) sequences
Exposure to AI prospecting tools (Artisan, Apollo, Clay, or similar)
Interest in career growth toward Sales, RevOps, Growth Marketing, or GTM Engineering

Additional Information:

The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across California. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. We also offer a comprehensive benefits package, which you can explore on our careers site.

California: OTE range is $90,000 - $120,000 + Equity

About Windfall

Windfall is a people intelligence and AI company that gives go-to-market teams actionable insights. By democratizing access to people data, organizations can intelligently prioritize go-to-market resources to drive greater business outcomes. Powered by best-in-class machine learning and artificial intelligence, Windfall activates insights into workflows that engage the right people for each respective organization. More than 1,500 data-driven organizations use Windfall to power their business. For more information, please visit www.windfall.com.

We comply with CCPA. For more information on how we comply, review our privacy notice.

$90,000 - $120,000 a year

Compensation details: 90000-120000 Yearly Salary

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Windfall

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Market Development Specialist