Account Development Representative

About Postman

Postman is a leading API platform trusted by over 45 million developers and 500,000 organizations worldwide, including 98% of the Fortune 500 companies. The platform facilitates the creation, collaboration, and management of APIs, speeding development cycles and fostering an API-first global community. Founded in Bangalore and headquartered in San Francisco, Postman has offices across several cities including Boston, New York, Austin, Tokyo, and London. The company is privately funded by major investors including Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners.

Role Overview

The Account Development Representative (ADR) will focus on discovering and qualifying business opportunities within strategic and enterprise accounts to support the sales pipeline growth. This role collaborates closely with marketing, sales enablement, and management teams to develop campaigns, prospecting strategies, and advance leads towards sales handoff. As the inaugural hire for this position, the ADR is expected to operate independently in a fast-paced, evolving market environment, cultivating exceptional customer interactions to enable future product adoption.

Key Responsibilities

• Work alongside the Account Development Manager and other departments to identify and target strategic customers, generating new and expansion opportunities.
• Consistently achieve or surpass targets by qualifying leads and moving them effectively through the sales process.
• Employ a consultative qualification method to understand client challenges and communicate Postman's product benefits effectively.
• Conduct detailed research on potential accounts to obtain relevant contacts and intelligence.
• Prioritize high-potential prospects to accelerate growth in assigned territories.
• Engage leads generated through marketing campaigns and outbound outreach.
• Utilize sales prospecting tools and platforms to maximize outreach efficiency.
• Address prospect pain points through targeted campaigns and events to boost engagement.
• Build and sustain strong service-oriented relationships with potential clients.
• Regularly review and optimize personal activities for improved accuracy and performance.
• Stay informed on Postman's products, competitor landscape, and market trends using available resources like webinars and the company website.
• Maintain precise CRM records of lead statuses and interactions on a daily basis.
• Develop expertise in sales enablement tools to enhance productivity.

Candidate Profile

• Experience between 6 months and 2 years in business development, sales, or related roles, preferably with exposure to lead qualification at multiple organizational levels (e.g., developers, managers, directors, executives).
• Highly energetic and creative, thriving in dynamic sales environments and able to generate innovative approaches that drive impactful results.
• Technologically proficient, comfortable adopting new productivity tools to improve workflow.

Additional Information

Postman supports a pay-for-performance approach and offers a flexible work schedule within a collaborative team environment. Benefits include comprehensive medical coverage, flexible paid time off, wellness reimbursements, monthly lunch stipends, wellness programs to support physical and mental health, frequent team-building activities, and a donation matching initiative. The company is committed to fostering an inclusive culture focused on personal development and team collaboration. For roles based in major offices including San Francisco Bay Area, Boston, Austin, New York City, Tokyo, and London, work is expected five days per week onsite. Bangalore-based employees currently attend on-site three days weekly with plans to increase to five days. This model emphasizes knowledge sharing, brainstorming, communication, and trust-building beyond virtual interactions.

Company Values

Postman embraces curiosity consistent with user expectations, transparent communication about successes and failures, focused goal-orientation contributing to a broader vision, and an inclusive culture where every team member is equally valued. The company strives to deliver top-quality products consistently.

Equal Opportunity Statement

Postman is committed to equal employment opportunities, evaluating all qualified candidates without discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, veteran status, or disability. Agency submissions are not accepted without a prior agreement.