Account Development Representative

Who Are We?

Postman is the world’s leading API platform, trusted by over 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. We are dedicated to helping developers and professionals globally build the API-first world by simplifying every step of the API lifecycle and streamlining collaboration, enabling users to create superior APIs, faster.

Headquartered in San Francisco, Postman also has offices in Boston, New York, Austin, Tokyo, London, and Bangalore, where the company was founded. Postman is privately held, with significant funding from notable investors such as Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Discover 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

As an Account Development Representative, you will be instrumental in uncovering business needs within Strategic & Enterprise Accounts to build a robust pipeline for the sales organization. You will collaborate closely with marketing, sales enablement, and management to craft compelling campaigns and prospect effectively, developing opportunities to the point of handoff for the Sales team. A key responsibility for the Account Development Representative is to conduct all business dealings with prospects in a manner that creates a superior customer experience, laying a strong foundation for future product sales for Postman.

What You’ll Do

• Work with the Account Development Manager and cross-functional teams to create strategic targets, identifying and generating new and expansion business opportunities.
• Meet or exceed strategic goals and committed targets by engaging with qualified leads and facilitating the next step in the sales cycle.
• Qualify opportunities by thoroughly understanding business challenges while also educating prospects on the value of Postman's product.
• Conduct detailed research within targeted accounts to identify key contacts and gather critical account information.
• Identify and target strategic new prospects that will accelerate territory growth.
• Select and engage with prospects identified through marketing efforts.
• Become an expert in sales prospecting platforms and tools.
• Utilize identified customer challenges to prescribe relevant campaigns and events that drive engagement.
• Develop superior customer service relationships with prospects.
• Self-audit activity to ensure accuracy and enable continuous improvement.
• Proactively learn Postman’s product, competitive offerings, and market knowledge via 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

• 1‐2 years’ experience in business development, sales, or a related field.
• Fluent in English.
• Experience with lead qualification at all levels within organizations—developers, managers, directors, VPs, executives—is a significant plus.
• Ability to thrive in a high-energy, fast‐paced sales environment.
• You possess an out-of-the-box thinking approach, impressing others with your innovative angles and high-quality work.
• Proficient with standard productivity tools.

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. These include full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Our wellness programs are designed to support your physical and mental health. Frequent and fascinating team-building events will keep you connected, while our donation-matching program allows you to support causes you care about. We are committed to building a long-term company with an inclusive culture where everyone can be their best self.

At Postman, we embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Austin, Tokyo, Bangalore, Hyderabad, London, and New York, employees are expected to come into the office 3-days a week. Our thoughtful approach balances flexibility and collaboration, grounded in feedback from our workforce, leadership team, and peers. The benefits of our hybrid office model include shared knowledge, brainstorming sessions, enhanced communication, and building in-person trust that cannot be fully replicated remotely.

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 contribute 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. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.

Key skills/competency

• Business Development
• Lead Qualification
• Strategic Prospecting
• CRM Management
• Sales Enablement Tools
• API Platform Knowledge
• Market Research
• Customer Relationship Management
• Goal Achievement
• Cross-functional Collaboration