Account Development Representative

Who Are We?

Postman is the world's leading API platform, used by more than 40 million developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration-enabling users to create better APIs, faster.

The company is headquartered in San Francisco and has offices in Boston, New York, and Bangalore - where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at  or connect with Postman on X via @get postman.

P.S:
We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

The Opportunity:

The Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, & management to create campaigns & prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience to set the stage for future product sales for Postman.

What You'll Do:

* Work with the Account Development Manager & cross functional teams to create strategic targets to identify & generate new & expansion business opportunities

* Meet or exceed strategic goals & committed targets by engaging with qualified leads & enabling the next step in the sales cycle

* With consultative engagement you will qualify opportunities by understanding business challenges while also educating them on the value of our product

* Complete detailed research within targeted accounts to identify key contacts & critical account information

* Identify & target strategic new prospects that would accelerate territory growth

* Select & engage with prospects that are identified through marketing efforts

* Become an expert in sales prospecting platforms & tools

* Use identified customer challenges to prescribe relevant campaigns & events to drive engagement

* Develop superior customer service relationships with prospects.

* Self audit activity to ensure accuracy & to enable improvement

* Proactively learn Postman's product, competitive products, & market knowledge via website, online webinars, & other marketing information.

* Update lead status & all prospect interaction in CRM application daily

* Become an expert with sales enablement tools

About You:

* 6 months to 2 years of experience in business development, sales or related field.

Experience with lead qualification at all levels within organizations - developers, managers, directors, VPs, executives is a plus.

* Energy and Creativity - ability to work in a high energy, fast‐paced sales environment. You think out-of-the-box and wow people with your interesting angles and quality work.

* Proficient with standard productivity tools.

* Lives in Boston, MA, San Francisco Bay Area, or Austin, TX and willing to go into the office 1-2 times per week.

The reasonably estimated OTE for this role is $75,000 to $95,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

What Else?

In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about.

We're building a long-term company with an inclusive culture where everyone can be the best version of themselves.

At Postman, we embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Bangalore, Hyderabad, London, and New…