Manager, Account Development

About Us

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 simplifies each step of the API lifecycle and streamlines collaboration—enabling users to create better APIs, faster. The company is headquartered in San Francisco with offices in Boston, New York, Austin, Tokyo, London, and Bangalore.

About the Role

Postman is hiring a Manager of Account Development, a critical role in building and scaling our presence in the US. You’ll recruit, coach, and lead a team of Account Development Representatives (ADRs) focused on uncovering new business opportunities and creating a strong pipeline for our Corporate Sales team. You’ll collaborate with Sales, Marketing, and other cross-functional teams to drive our go-to-market strategy and establish a culture of sales excellence in the United States.

Responsibilities

• Build and lead a world-class team: Recruit, train, and develop a high-performing team of Account Development Representatives in the United States.
• Implement AI workflows and drive productivity improvements with an excellent suite of AI technologies.
• Provide hands-on coaching: Teach foundational sales skills, including account research, prospecting, cold calling, and high-level discovery.
• Drive data-informed decisions: Leverage analytics and performance metrics to align the team’s strategy with our broader go-to-market goals.
• Foster sales excellence: Model and reinforce Postman’s values, creating a collaborative and high-performing team environment.
• Enable the next generation of Postman’s Account Executives with a pipeline of high-performing future sellers in the ADR organization.
• Master the API lifecycle: Learn and teach the Postman API lifecycle and value propositions to help your team communicate effectively with key stakeholders in enterprise accounts.
• Collaborate cross-functionally: Partner with Sales Operations, Marketing, and other teams to execute company initiatives, design outbound campaigns, and improve processes.
• Innovate in business development: Help the team discover new business opportunities and book high-quality meetings with key prospects.
• Promote inclusivity and collaboration: Lead thoughtful discussions and collaborative problem-solving sessions during team meetings to drive engagement and performance.
• Maintain accurate records: Ensure all CRM and reporting tools are up-to-date and provide accurate and timely sales forecasts.

Requirements

• 1–3 years of experience managing ADR/SDR/BDR sales teams in a SaaS environment, with a proven ability to build and scale teams.
• Experience creating and iterating sales development processes, including methodologies like MEDDIC, Sandler, or Miller Heiman.
• Awareness of the AI landscape of technologies and experience implementing AI for productivity improvements and workflow efficiencies.
• Strong communication skills with both internal teams and external stakeholders.
• Comfortable navigating technology stacks, including Salesforce and sales enablement tools.
• Proven ability to engage with large enterprise and mid-market organizations.
• Positive and resourceful approach to challenges as opportunities to learn and grow.

Pay

The reasonably estimated on-target earnings (OTE) for this role is $175,000 to $220,000 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 team-building events.
• Donation-matching program for supported causes.

Schedule

This role is in-office 5 days a week for all locations except Bangalore, where employees currently work in the office three days a week and will transition to five days per week by the end of the year.

Values

• Curiosity: We create with the same curiosity that we see in our users.
• Transparency: We value honest communication about both successes and failures.
• Focus: We concentrate on specific goals that contribute to a larger vision.
• Inclusivity: Our culture ensures everyone is valued equally as important pieces of our final product.
• Excellence: We are dedicated to delivering the best products we can.