Marketing Development Representative (Mdr)

Humanforce; Sydney; Hybrid; AUD 70,000 - 100,000; Full time

Benefits offered by this job

Flex@HF program

Global tech company environment

Learning & development via Humanforce

Job summary

Humanforce is seeking an early-career professional passionate about customers, curious about technology, and eager to build a career at the intersection of sales and marketing. You will own inbound lead qualification, nurture prospects, and collaborate with Sales, Marketing, and RevOps to drive growth from Sydney-based support hubs.

You will thrive in a fast-paced environment, own qualification SLAs, and leverage AI tools to improve outreach and conversion, contributing to a global AI-first

Qualifications

• Hands-on experience with CRM platforms, including HubSpot.
• Experience with lead enrichment tools such as Lusha, Clay, or ZoomInfo.
• A systems thinker who can design and build repeatable processes, you don't just follow sequences, you build and improve them.
• Deep curiosity about B2B buyer behaviour and a genuine drive to understand Humanforce's ICP across industry, size, complexity, and buying motion.
• Excellent communication and interpersonal skills, both written and verbal, you can build rapport quickly and communicate with clarity and confidence.

Responsibilities

• Own Humanforce's inbound lead qualification process, identifying, prioritising, qualifying, and routing leads that align with our ICP across global markets.
• Maximise lead-to-opportunity conversion in line with targets, best practices, and SLAs.
• Enrich and validate inbound leads using tools such as HubSpot, Lusha, Clay, or ZoomInfo to ensure accurate qualification before handoff.
• Conduct thorough initial discovery to understand prospect needs, challenges, and business fit before handing off to Sales.
• Maintain CRM records and prospecting tool data to ensure pipeline visibility and data integrity.

Skills

Communication skills

Data-driven mindset

Collaborative mindset

Analytical thinking

B2B SaaS understanding

Education

Tertiary degree

Tools

HubSpot CRM

Lusha

Clay

ZoomInfo

Job description

Job Description

Who are we?

Humanforce's vision is to make work easier and life better for frontline and flexible workforces.

Humanforce provides the market leading, best-in-one human capital management (HCM) suite for frontline and flexible workforces - without compromise. Our employee centred, intelligent and compliant HCM suite is highly integrated and composable, and consists of Workforce Management (WFM), HR, Talent, Payroll, and Wellbeing.

Humanforce has built strong foundations since its founding in 2002. We help over 2300 customers and almost 1 million employees under management in 30+ countries, across a wide range of industries, including aged, child and health care; education; hospitality; retail; local government and more. Today, we have offices across Australia, New Zealand, United Kingdom, North America and the Philippines.

Customers choose Humanforce because we enable them to deliver an exceptional employee experience, build a compelling employee value proposition, and connect the flow of the worlds talent with the growth, productivity and efficiency objectives of frontline and flexible workforces.

AI at Humanforce

At Humanforce, we're not experimenting at the edges of AI, we're redesigning the core of how we operate. We see AI as a fundamental shift, not an incremental improvement, and we're deliberately moving toward becoming an AI-native organisation.

That means rethinking how work gets done end-to-end, how we build our products, make decisions, serve customers, and scale impact. We're not layering AI onto old ways of working, we're redefining and reimagining our processes, tools, and team structures to take full advantage of what AI makes possible.

This is a moment of real change. We're moving fast, learning in real time, and challenging assumptions about roles, workflows, and productivity. If you're motivated by transformation, not optimisation, and want to help shape how a global tech company operates in an AI-first future, Humanforce is the place to do it.

Who you are

You are a driven and personable early-career professional who is passionate about customers, curious about technology, and eager to build a career at the intersection of sales and marketing. You understand that great revenue starts with great conversations, and you take pride in making a strong first impression on behalf of Humanforce.

You are organised, energetic, and self-motivated. You thrive in a fast-paced environment where activity levels matter and results are measurable. You don't wait to be told what to do — you seek out opportunities, follow up with intent, and take genuine satisfaction in moving leads through the funnel.

You bring a natural curiosity about the B2B SaaS world, and you are excited to build deep knowledge of how workforce management, payroll, and HR technology solves real problems for real businesses. You are as comfortable working independently as you are collaborating closely with Sales and Marketing teammates, and you hold yourself accountable to the targets and SLAs you own.

If you are passionate about customers and driving results and are looking for the foundation of a strong career in sales and/or marketing, this is the role for you.

Please note, we're only open to candidates based in Sydney, NSW for these roles to ensure close working alignment to our acquisition marketing team.

What you will do

Lead Qualification & Pipeline Contribution

• Own Humanforce's inbound lead qualification process, identifying, prioritising, qualifying, and routing leads that align with our ideal customer profile across our global markets.
• Maximise lead-to-opportunity conversion in line with Humanforce targets, best practices, and defined SLAs.
• Enrich and validate inbound leads using tools such as HubSpot, Lusha, Clay, or ZoomInfo to ensure accurate qualification before handoff.
• Conduct thorough initial discovery to understand prospect needs, challenges, and business fit before handing off to the Sales team.
• Conduct qualification-stage product overviews for prospects where appropriate, confidently communicating Humanforce's value proposition.
• Improve speed-to-lead by responding to all inbound leads within SLAs
• Route qualified opportunities to the right sales owner, segment, or region, understanding the difference between new logo, upsell, and existing customer leads is essential
• Accurately maintain CRM records and prospecting tool data to ensure pipeline visibility and data integrity.

Sales & Marketing Collaboration

• Build strong relationships with the Sales team to deepen your understanding of the Humanforce platform, ideal customer profile, and qualification process.
• Partner with Marketing to support campaign planning, lead generation initiatives, and timely follow-up on inbound enquiries resulting from campaigns.
• Be the bridge between Sales and Marketing, ensure campaigns are well understood ahead of launch and that you are accountable for the bookings targets and SLAs that flow from them.
• Serve as Marketing's eyes and ears on lead quality, expedite individual routing errors or qualification failures in real time, and bring structured weekly pattern analysis back to the team covering ICP fit, campaign performance, and conversion blockers.
• Work closely with Revenue Operations to maintain lead routing accuracy, workflow integrity, and CRM hygiene, proactively flagging system issues before they become reporting problems.

Nurture & Engagement

• Own Humanforce's email nurture program, designing, building, and optimising sequences that keep prospects engaged across the funnel and progressively move them toward sales-readiness.
• Design and maintain outreach workflows and multi-touch sequences that drive consistent engagement and response rates from prospects.
• Treat nurture as a pipeline asset, not a holding pen, actively monitor who's warming, flag intent signals, and escalates leads at the right moment.
• Build and maintain extensive knowledge of how Humanforce solves workforce management, payroll, and HR challenges for clients across diverse industries.

Growth & Continuous Improvement

• Bring a systems thinking mindset to the role, you don't just work in sequences and workflows, you design, build, and continuously improve them.
• Strive for continuous learning and development across outreach, prospecting, and discovery, actively seeking feedback and coaching to hit and exceed targets.
• Bring a data-driven mindset to your role, track your own activity metrics, monitor conversion rates, and use insights to improve your approach.
• Embrace AI tools and emerging technologies to enhance your prospecting efficiency and outreach effectiveness.

What you'll need

• Hands-on experience with CRM platforms, including HubSpot.
• Experience with at least one lead enrichment tool such as Lusha, Clay, or ZoomInfo.
• A systems thinker who can design and build repeatable processes, you don't just follow sequences,sequences; you build and improve them.
• Deep curiosity about B2B buyer behaviour and a genuine drive to understand Humanforce's ideal customer profile across industry, size, complexity, and buying motion.
• An understanding of the linkage between Marketing and Sales in a B2B environment, with knowledge of or genuine interest in the SaaS industry.
• Excellent communication and interpersonal skills, both written and verbal, you can build rapport quickly and communicate with clarity and confidence.
• High motivation to achieve individual targets through consistent activity levels and strong performance outcomes.
• A data-driven mindset with strong analytical and critical reasoning skills that help you prioritise effectively and hit targets.
• A collaborative mindset, you work openly across Sales, Marketing, and RevOps, share what you're seeing, and make the people around you better.
• Ability to work effectively in a dynamic, fast-paced environment where priorities can shift quickly.
• A positive attitude, high energy, and strong work ethic, you bring enthusiasm to your work and to the team around you.
• Tertiary degree qualification.

Some 'nice to have's

• Sales experience in a B2B environment, with SaaS experience preferred.
• Exposure to workforce management, HR, or payroll technology.

Our values

• We are bold
• We are all in
• We are customer obsessed
• We do what we say
• We are good humans

Our approach to flexibility

We are passionate about people making their own decisions about where and when they work. Our hybrid model of minimum two days a week of in office moments supports flexibility tailored to individual and team needs, empowering people to achieve their career and personal goals.

Benefits

• A truly flexible workplace through our Flex@HF approach
• The opportunity to be part of a fast-growing global tech company
• A focus on learning and development through Humanforce HR
• A generous talent referral program – know great people, be rewarded
• 12 weeks paid parental leave for primary careers, 4 weeks for secondary
• 4 extra days leave to focus on your wellbeing
• Contemporary and practical Employee Assistance Program
• A cool reward and recognition program – shout to your colleagues and earn points to spend
• Access to our own financial wellbeing platform Thrive – including earned wage access, tools to budget and save, perks and cashback across 100s of Australian retailers
• Fun, collaborative culture with passionate people
• A workplace where you can genuinely improve the world of work!

We are a diverse and dispersed organisation and are actively looking to grow our team with individuals from all diverse backgrounds. We encourage applicants from all backgrounds, cultures, ages, genders, neurodiversity, religions, sexual orientations, and experiences to apply.