Go-To-Market Associate (MRA)

Responsibilities

• Proactively contact marketing-sourced leads by phone, email, LinkedIn, and other channels within established speed-to-lead service levels after they reach defined scoring thresholds.
• Conduct structured discovery conversations to understand company size, current HR and payroll practices, business challenges, timeline, and decision-making process using qualification methods adapted for the PEO buying cycle.
• Identify the prospect's buyer persona and tailor the conversation to the individual's priorities, including return on investment, total cost, compliance, benefits, scalability, and operational support.
• Recognize and respond to high-intent signals, including compliance or audit concerns, benefits-related employee issues, PEO contract renewals, open enrollment needs, funding events, and hiring plans.
• Manage and nurture leads that are not yet sales-ready through timely, value-added outreach using relevant content, compliance resources, return-on-investment tools, and case studies.
• Provide Marketing with lead-scoring feedback and field insights to help refine scoring thresholds, nurture content, and outreach strategies.
• Use seasonal and trigger-based messaging, including open enrollment, annual compliance changes, and year-end payroll or ACA reporting, to keep prospect engagement timely and relevant.
• Convert qualified prospects to SQLs and provide Sales with complete handoff information, including buyer persona, business needs, objections, urgency, and other relevant context.
• Partner with Sales on handoff service levels, feedback loops, opportunity acceptance, and closed-lost reasons to continuously improve qualification criteria.
• Apply ideal customer profile and disqualification criteria consistently, including employee-count, business-structure, solution-fit, and risk-profile considerations.

Requirements

• One to three years of experience in an SDR, BDR, MDR, inside sales, lead-generation, or related role; experience in B2B SaaS, HR technology, benefits, payroll, or professional services is preferred.
• Ability to manage performance expectations related to response speed, outreach volume, conversion, and qualification quality.
• Strong consultative communication skills with the ability to build trust, ask effective questions, and adapt messaging for varied business audiences.
• Strong organization and pipeline-management skills, with the ability to prioritize leads at different intent levels and maintain consistent follow-up.
• Comfort using or learning customer relationship management, marketing automation, lead-scoring, and sales-engagement platforms.
• Strong interest in small-business challenges, including compliance, benefits competitiveness, multistate operations, turnover, and growth.
• Resilience, curiosity, and coachability, with the ability to respond constructively to objections and changing priorities.

Preferred

• Experience qualifying prospects using firmographic criteria such as employee count, revenue band, and industry fit is preferred.
• Familiarity with PEO, HRO, HCM, or co-employment concepts is preferred.
• Exposure to account-based marketing or intent-data tools, such as 6sense or Bombora, is preferred.

Benefits

• Competitive compensation and performance-based incentives.
• Progressive Paid-Time Off Program, including volunteer and life event leave.
• Group Medical, Dental, Vision, and Life insurance from day one.
• 401(k) with company match.
• Voluntary benefits including 529 College Savings, Home & Auto insurance, pet care, and more.
• Student loan assistance program.
• Onsite Wellness Rooms and free Headspace meditation app access.
• ExtensisHR is committed to a diverse and inclusive workplace. We are an equal opportunity employer and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.