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.

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 and prospect to develop leads through to the point of handoff for Sales. An implicit responsibility 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 and cross-functional teams to create strategic targets that identify and generate new and expansion business opportunities.
• Meet or exceed strategic goals and committed targets by engaging with qualified leads and enabling the next step in the sales cycle.
• Qualify opportunities through consultative engagement by understanding business challenges while educating prospects on the value of Postman.
• Complete detailed research within targeted accounts to identify key contacts and critical account information.
• Identify and target strategic new prospects that accelerate territory growth.
• Select and engage with prospects identified through marketing efforts.
• Become an expert in sales prospecting platforms and tools.
• Use identified customer challenges to prescribe relevant campaigns and events to drive engagement.
• Develop superior customer service relationships with prospects.
• Conduct self-audits to ensure accuracy and enable improvement.
• Proactively learn Postman’s product, competitive products, and market knowledge via the website, online webinars, and other marketing information.
• Update lead status and all prospect interactions in the CRM application daily.
• Become an expert with sales enablement tools.

About You

• 6 months to 2 years of experience in business development, sales, or a 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. Ability to think out-of-the-box and deliver high-quality work.
• Proficiency with standard productivity tools.
• Lives in Boston, MA, San Francisco Bay Area, New York City, or Austin, TX, and is willing to go into the office 1–2 times per week.

Compensation

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 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. Postman also offers wellness programs, frequent and fascinating team-building events, and a donation-matching program. Postman is building a long-term company with an inclusive culture where everyone can be the best version of themselves.

Postman values in-person collaboration. Postman is in the office 5 days a week for all roles based out of 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 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. In our work, 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