Global Head of Account Development

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

We are hiring a Global Head of Account Development to build and lead our worldwide Account Development (ADR/SDR) organization. This leader will own both inbound and outbound pipeline generation globally and be accountable for delivering high-quality, sales-ready opportunities to our Account Executives across segments and regions.

This role reports directly to the CRO and is a key leadership hire for Postman. You will manage and develop a global team of ADR leaders and individual contributors, operating across multiple geographies, languages, industries, and buyer personas. You will work closely with Sales, Marketing, Rev Ops, and Product-Led Growth (PLG) leadership to create a modern, scalable pipeline engine.

We are looking for a seasoned, proven leader who has delivered results at scale, built high-performing teams, and knows how to operate at the intersection of Sales, Marketing, and PLG.

What You'll Do

Own Global Pipeline Generation

* Lead the global Account Development organization responsible for driving both inbound and outbound pipeline

* Be accountable for pipeline volume, conversion, and quality-ensuring strong downstream performance with AEs

* Design and manage a compensation model that rewards both quantity and quality of opportunities

Build and Scale a World-Class Team

* Hire, develop, and lead a global team of ADR leaders and individual contributors

* Coach managers who coach reps-building leadership depth that scales

* Establish clear career paths, performance standards, and development plans

Operate Globally, Execute Locally

* Scale consistent global operating rhythms while enabling regional nuance across geographies, languages, and cultures

* Partner with regional Sales leaders to align on ICPs, territories, coverage, and pipeline priorities

* Ensure tight alignment between ADR teams and AEs across all segments

Partner Deeply with Marketing and PLG

* Work closely with Marketing to optimize inbound demand flow, lead scoring, routing, and follow-up

* Partner with PLG teams to convert product usage signals into qualified sales opportunities

* Help define how outbound, inbound, and product-qualified leads work together as a single system

Build the Operating System

* Define the global ADR operating model: metrics, tooling, enablement, messaging, and process

* Partner with Rev Ops to ensure data integrity, forecasting accuracy, and scalable systems

* Continuously test, learn, and iterate to improve productivity and impact

About You

Experience & Track Record

* 10+ years in Sales Development / Account Development leadership roles

* Proven success building and scaling global SDR/ADR organizations at high-growth B2B companies

* Demonstrated ability to deliver pipeline at scale across multiple geographies and market segments

* Experience managing managers and developing senior leaders

Go-To-Market Expertise

* Deep understanding of inbound and outbound pipeline motions

* Strong experience partnering with Marketing and operating within a PLG or hybrid PLG + Sales model

* Comfort selling to technical personas across SMB, Mid-Market, and Enterprise

Leadership & Presence

* Executive-level communicator with strong cross-functional influence

* Hands-on, results-driven leader who sets a high bar and builds trust

* Able to operate strategically while still diving into the details when needed

Location

* Based in the San Francisco Bay Area, with regular in-person collaboration with the CRO and executive leadership team

Why This Role Matters

This is not a maintenance role. This is a build-and-scale role at a company with massive global opportunity and aggressive growth goals. The Global Head of Account Development will play a direct role in shaping Postman's revenue trajectory and building the pipeline engine that fuels our next phase of growth.

If you are excited by complexity, scale, and ownership-and want to build something with massive upside potential-we'd love to talk.

The reasonably estimated OTE for this role is $300,000 to $400,000 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…