Overview
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. The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore. 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. P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.
The Opportunity
The Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, and management to create campaigns and prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR 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 to 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
With consultative engagement you will qualify opportunities by understanding business challenges while also educating them on the value of our product
Complete detailed research within targeted accounts to identify key contacts and critical account information
Identify and target strategic new prospects that would accelerate territory growth
Select and engage with prospects that are 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
Self-audit activity to ensure accuracy and enable improvement
Proactively learn Postman’s product, competitive products, and market knowledge via website, online webinars, and other marketing information
Update lead status and all prospect interaction in CRM application daily
Become an expert with sales enablement tools
About You
6 months to 2 years of experience in business development, sales or 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. You think out-of-the-box and wow people with your interesting angles and quality work.
Proficient with standard productivity tools.
Lives in Boston, MA, San Francisco Bay Area, or Austin, TX and willing to go into the office 1-2 times per week.
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 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. 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 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. We balance 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, improved communication, and in-person collaboration that cannot be replicated via Zoom.
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. 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 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.
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The Opportunity
The Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, and management to create campaigns and prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR 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 to 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
With consultative engagement you will qualify opportunities by understanding business challenges while also educating them on the value of our product
Complete detailed research within targeted accounts to identify key contacts and critical account information
Identify and target strategic new prospects that would accelerate territory growth
Select and engage with prospects that are 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
Self-audit activity to ensure accuracy and enable improvement
Proactively learn Postman’s product, competitive products, and market knowledge via website, online webinars, and other marketing information
Update lead status and all prospect interaction in CRM application daily
Become an expert with sales enablement tools
About You
6 months to 2 years of experience in business development, sales or 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. You think out-of-the-box and wow people with your interesting angles and quality work.
Proficient with standard productivity tools.
Lives in Boston, MA, San Francisco Bay Area, or Austin, TX and willing to go into the office 1-2 times per week.
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 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. 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 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. We balance 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, improved communication, and in-person collaboration that cannot be replicated via Zoom.
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. 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 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.
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