Manager, Account Development

Who Are We?

Postman is the world’s leading API platform, used by more than 45 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, Austin, Tokyo, London, 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.

Postman is hiring a Manager of Account Development in the United States, a critical role in building and scaling our presence in the US. As a Manager of Account Development, you’ll recruit, coach, and lead a team of Account Development Representatives (ADRs) focused on uncovering new business opportunities and creating a strong pipeline for our sales team. You’ll collaborate with Sales, Marketing, and other cross-functional teams to drive our go-to-market strategy and establish a culture of sales excellence in the United States.

• Build and lead a world-class team: Recruit, train, and develop a high-performing team of Account Development Representatives in the United States.
• Provide hands-on coaching: Teach foundational sales skills, including account research, prospecting, cold calling, and high-level discovery.
• Drive data-informed decisions: Leverage analytics and performance metrics to align the team’s strategy with our broader go-to-market goals.
• Foster sales excellence: Model and reinforce Postman’s values, creating a collaborative and high-performing team environment.
• Master the API lifecycle: Learn and teach the Postman API lifecycle and value propositions to help your team communicate effectively with key stakeholders in enterprise accounts.
• Collaborate cross-functionally: Partner with Sales Operations, Marketing, and other teams to execute company initiatives, design outbound campaigns, and improve processes.
• Innovate in business development: Help the team discover new business opportunities and book high-quality meetings with key prospects.
• Promote inclusivity and collaboration: Lead thoughtful discussions and collaborative problem-solving sessions during team meetings to drive engagement and performance.
• Maintain accurate records: Ensure all CRM and reporting tools are up-to-date and provide accurate and timely sales forecasts.

• Experienced leader: 1–3 years of experience managing ADR/SDR/BDR sales teams in a SaaS environment, with a proven ability to build and scale teams.
• Process innovator: Experience creating and iterating sales development processes, including methodologies like MEDDIC, Sandler, or Miller Heiman.
• Exceptional communicator: Strong communication skills with both internal teams and external stakeholders.
• Tech-savvy: Comfortable navigating technology stacks, including Salesforce and sales enablement tools.
• Enterprise-savvy: Proven ability to engage with large enterprise and mid-market organizations.
• Positive and resourceful: You approach challenges as opportunities to learn and grow.

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

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…