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.

About The Team With Postman already entrenched across major Fortune 1000 companies globally, we’re primed for exponential growth within the corporate sector in the upcoming year. We seek an adept Manager, Account Development to spearhead our expansion efforts, nurturing a team of Account Development Representatives to adeptly navigate the complexities of corporate sales by generating qualified meetings for our Account Executives. This role presents a distinctive opportunity to rapidly expand a European ADR Team. The ideal candidate is dynamic, driven, and possesses a proven track record of propelling teams to achieve substantial pipeline milestones within the realm of technical SaaS companies. This role will report to the Head of Account Development EMEA.

What You’ll Do

• Lead a world‑class Account Development team.
• Recruit, train, and develop a team of Account Development Representatives.
• Provide hands‑on coaching by teaching foundational sales skills, including account research, prospecting, cold calling & high‑level discovery.
• Leverage data to make educated and informed business decisions that are aligned with the go to market strategy.
• Provide accurate and timely sales forecast and maintain accurate records in all internal CRM and reporting tools.
• Foster a culture of sales excellence by reinforcing and modeling Company values when working with customers and team members.
• Adopt an interest in the API lifecycle to help team members communicate the Postman value props to key stakeholders.
• Teach the team to educate customers on the value of Postman Corporate and help them navigate decision makers in corporate accounts.
• Promote a culture of inclusion by engaging team members in thoughtful discussion & collaborative problem solving during team meetings.
• Communicate regularly and effectively with Sales Operations, Marketing and cross‑functional leaders to support company initiatives.
• Be an innovator in helping the team discover new business initiatives and identifying opportunities to book meetings with relevant prospects.
• Review and develop sequences and design outbound campaigns.
• Motivate, encourage and develop ADRs in order to exceed goals through coaching and incentives.

About You

• 2‑4 years leading an ADR/SDR/BDR sales team in a SaaS environment.
• Experience in the API/Software Development/DevOps space strongly preferred.
• Proven ability to create and iterate the sales development process, methodology (such as MEDDIC, Sandler, Miller Heiman, etc), campaigns, hiring profiles.
• Excellent communication skills both with customers and within an organization.
• You are comfortable navigating the technology stack and have experience with Salesforce.
• Strong track record of navigating within large corporate and mid‑market organizations.
• You have a positive attitude and see every challenge as a new learning opportunity!
• Experience in a closing sales role is not required but preferred.

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. 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 inclusive culture where everyone can be the best version of themselves. At Postman we value in‑person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, 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, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.