JustiFi
Market Development Representative
(Brazil-Based - Serving US Customers/Prospects)
Founded by operators who spent 15 years building multi-billion-dollar platforms, JustiFi gives platforms the ability to launch quickly, adapt their strategy as needs evolve, and progressively build multi-product strategies that differentiate their offering.
Our team is headquartered in St. Paul, Minnesota, with teammates across the United States and Brazil. Joining us at this stage means you'll see and feel the impact of your work every day. If you thrive in energetic, focused environments and want to be surrounded by equally driven teammates, this is the place for you.
- Role: Market Development Representative (MDR)
- Location: Remote (Brazil)
- Employment Status: Full-Time
- Reports To: Director of Marketing
The MDR Role
The Market Development Representative at JustiFi isn't a traditional outbound role. You won't be dialing down a generic list or sending spray-and-pray emails. Instead, you'll go deep. You'll become a genuine expert in 1-2 vertical markets within the U.S. landscape, building relationships across those ecosystems, and creating the kind of relevance that gets meetings because prospects actually want to talk to you.
Think of it this way: traditional outbound finds accounts, finds contacts, and hopes for meetings. The MDR approach masters a market, understands its economics and risks, maps the ecosystem players, and becomes known in the space. The intelligence you build compounds over time. Every conversation makes the next one sharper.
What You'll Do
Own Your Verticals
You'll become the internal expert on 1-2 assigned U.S. markets. That means going deep before you go wide:
- Learn the language insiders use and the buzzwords that signal you're an outsider
- Understand the economics: how money moves, average transaction size, who pays whom, and where platforms capture (or lose) value
- Map the risk profile: what keeps operators up at night, what compliance issues shape the space
- Know the trade associations, conferences, and influential voices that shape the conversation
Build Pipeline Through Relationships
Your mission is to move companies from unaware of JustiFi to genuinely engaged, and eventually to a qualified conversation with our U.S.-based Account Executive team.
- Research and identify high-fit accounts using our Fit Score model in HubSpot
- Craft personalized, vertical-specific outreach that leads with market insight, not a pitch
- Run multi-touch outbound sequences across email, phone, and LinkedIn targeting U.S.-based prospects
- Qualify opportunities using our SPICED framework and brief AEs with the context they need to close
- Become a recognized presence in your vertical, not just someone who sends emails
Support the Broader GTM Motion
- Maintain clean, enriched account and contact data in HubSpot
- Provide the sales team with research, competitive intelligence, and pre-call context
- Contribute market feedback that sharpens messaging, targeting, and campaign strategy
- Monitor outreach metrics (reply rate, meeting book rate, SQL conversion) and iterate on approach
What We're Looking For
Sales experience is a plus, ideally 1-4 years in B2B sales, market development, or a related role, with bonus points for fintech, payments, SaaS, or franchise networks. But if you're earlier in your career and hungry to make an impact in a fast-paced startup, we want to hear from you. What matters most is the mindset:
- The discipline to go deep before going wide: you do the research before picking up the phone
- Excellent written and verbal English communication for internal meetings, reporting, and prospect outreach
- An analytical approach to outreach: you track what's working, cut what isn't, and improve continuously
- Experience with GTM platforms like HubSpot and Apollo is helpful; willingness to learn them is essential
- Comfort managing time zones and async communication across a distributed US/Brazil team
- Comfort with ambiguity and a fast-moving startup environment where you'll help shape the playbook, not just run it
Benefits & Compensation
- Competitive USD-based compensation (salary + performance incentives)
- Fully remote work with flexible hours across time zones
- Professional development: sales training, fintech industry resources, and career growth opportunities
- Collaborative culture: work directly with founders and cross-functional teams in the US and Brazil
- Modern tech stack: AI-powered tools, advanced CRM capabilities, and cutting-edge sales enablement resources
- Paid time off
- Team gatherings (virtual and occasional in-person)
Equal Employment Opportunity
We're proud to be an equal opportunity employer and welcome our employees' differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or veteran status. Differences make us better. Join us.