Account Development Representative

About the role

As an Account Development Representative at Postman, you will uncover business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. You will collaborate with marketing, sales enablement, and management to create campaigns and prospect to develop opportunities to the point of handoff for Sales. Your role will also focus on conducting business dealings with prospects in a way that creates a superior customer/prospect experience, setting the stage for future product sales.

Responsibilities

• 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.
• Qualify opportunities through consultative engagement, understanding business challenges while educating prospects on the value of Postman’s product.
• Complete detailed research within targeted accounts to identify key contacts and critical account information.
• Identify and target strategic new prospects to accelerate territory growth.
• Engage with prospects 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 the 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.

Requirements

• 6 months to 2 years of experience in business development, sales, or a 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.
• Based in Boston, MA, San Francisco Bay Area, New York City, or Austin, TX, and willing to go into the office 1-2 times per week.

Pay

The reasonably estimated on-target earnings (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.

Benefits

• Full medical coverage.
• Flexible PTO.
• Wellness reimbursement.
• Monthly lunch stipend.
• Wellness programs to support physical and mental health.
• Frequent and engaging team-building events.
• Donation-matching program to support causes you care about.

Schedule

This role is based in one of Postman’s hubs (San Francisco Bay Area, Boston, Austin, or New York City) and requires in-office work 5 days a week. For this position, you will be expected to go into the office 1-2 times per week.