Account Development Representative

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 helps 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.

Postman 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 postman.com or connect with Postman on X via @getpostman.

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 (ADR) is responsible for uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR collaborates with marketing, sales enablement, and management to create campaigns, prospect accounts, and develop them to the point of handoff for Sales.

As the first hire in this role, we’re looking for a self-starter who thrives in an emerging market and can deliver results in a dynamic environment. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience, setting the stage for future product sales for Postman.

What You’ll Do:

• Collaborate with the Account Development Manager and cross-functional teams to define strategic targets and generate new and expansion business opportunities.
• Consistently meet or exceed strategic goals and committed targets by engaging with qualified leads and advancing them through the sales cycle.
• Use a consultative approach to qualify opportunities, understand customer challenges, and educate prospects on the value of Postman’s product offerings.
• Conduct thorough research on targeted accounts to identify key contacts and gather critical account information.
• Identify and prioritize high-value prospects to drive accelerated territory growth.
• Engage with prospects sourced from marketing efforts and outbound campaigns.
• Master sales prospecting platforms and tools to optimize outreach efforts.
• Address customer challenges with relevant campaigns and events to increase engagement.
• Build and maintain strong customer service relationships with prospects.
• Regularly audit and refine your own activity to ensure accuracy and continuous improvement.
• Proactively learn about Postman’s products, competitive landscape, and market trends through resources such as the company website, webinars, and other materials.
• Accurately update lead status and record all prospect interactions in the CRM system daily.
• Become proficient in sales enablement tools to streamline and enhance your work.

About You:

• Experienced: 6 months to 2 years of experience in business development, sales, or a related field. Familiarity with lead qualification at various organizational levels—developers, managers, directors, VPs, and executives—is a plus.
• Energetic and Creative: Thrive in a high-energy, fast-paced sales environment. Bring fresh, innovative approaches and deliver high-quality results.
• Tech-Savvy: Proficient with productivity tools and eager to adopt new technologies to enhance your work.

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. Our wellness programs support your physical and mental health. We also host frequent and fascinating team-building events, and our donation-matching program supports 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 value in-person collaboration. We are in the office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo, and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. Our in-office approach is grounded in feedback from our workforce, leadership team, and peers. The benefits include shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via Zoom.

Our Values

At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. We focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

Equal opportunity

Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual