Account Development Representative

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. We help 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.

About the role

The Account Development Representative will uncover business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. You’ll collaborate with marketing, sales enablement, and management to create campaigns and prospect to develop opportunities to the point of handoff for Sales. An implicit responsibility is to conduct business dealings with prospects in a way that creates a superior customer experience to set the stage for future product sales for Postman.

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.
• With consultative engagement, qualify opportunities by understanding business challenges while educating prospects 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 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 interaction 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 interesting angles and quality work.
• Proficient with standard productivity tools.
• Lives 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 our hubs (San Francisco Bay Area, Boston, Austin, or New York City) and requires in-office work 5 days a week. For this position, you are expected to go into the office 1-2 times per week.