h3>Who Are We?
Postman is the world’s leading API platform, used by more than 40 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, 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.
We are hiring a Global Head of Account Development to build and lead our worldwide Account Development (ADR/SDR) organization. This leader will own both inbound and outbound pipeline generation globally and be accountable for delivering high‑quality, sales‑ready opportunities to our Account Executives across segments and regions.
This role reports directly to the CRO and is a key leadership hire for Postman. You will manage and develop a global team of ADR leaders and individual contributors, operating across multiple geographies, languages, industries, and buyer personas. You will work closely with Sales, Marketing, RevOps, and Product‑Led 이해 leadership to create a modern, scalable pipeline engine.
We are looking for a seasoned, proven leader who has delivered results at scale, built high‑performing teams, and knows how to operate at the intersection of Sales, Marketing, and PLG.
What You’ll Do
Own Global Pipeline Generation
- Lead the global Account Development organization responsible for driving both inbound and outbound pipeline
- Be accountable for pipeline volume, conversion, and quality—ensuring strong downstream performance with AEs
- Design and manage a compensation model that rewards both quantity and quality of opportunities
Build and Scale a World‑Class Team
- Hire, develop, and lead a global team of ADR leaders and individual contributors
- Coach managers who coach reps—building leadership depth that scales
- Establish clear career paths, performance standards, and development plans
Operate Globally, Execute Locally
- Scale consistent global operating rhythms while enabling regional nuance across geographies, languages, and cultures
- Partner with regional Sales leaders to align on ICPs, territories, coverage, and pipeline priorities
- Ensure tight alignment between ADR teams and AEs across all segments
Partner Deeply with Marketing and PLG
- Work closely with Marketing to optimize inbound demand flow, lead scoring, routing, and follow‑up
- Partner with PLG teams to convert product usage signals into qualified sales opportunities
- Help define how outbound, inbound, and product‑qualified leads work together as a single system
Build the Operating System
- Define the global ADR operating model: metrics, tooling, enablement, messaging, and process
- Partner with RevOps to ensure data integrity, forecasting accuracy, and scalable systems
- Continuously test, learn, and iterate to improve productivity and impact
About You
Experience & Track Record
- 10+ years in Sales Development / Account Development leadership roles
- Proven success building and scaling global SDR/ADR organizations at high‑growth B2B ժամանակ
- Demonstrated ability to deliver pipeline at scale across multiple geographies and market segments
- Experience managing managers and developing senior leaders
Go‑To‑Market Expertise
- Deep understanding of inbound and outbound pipeline motions
- Strong experience partnering with Marketing and operating within a PLG or hybrid PLG + Sales model
- Comfort selling to technical personas across SMB, Mid‑Market, and Enterprise