Account Development Representative

About Postman

Postman serves as a premier API platform utilized by over 45 million developers and half a million organizations worldwide, including 98% of Fortune 500 companies. Headquartered in San Francisco with global offices including London, Postman simplifies API lifecycle management and fosters enhanced collaboration to help users develop superior APIs efficiently.

Role Overview

The Account Development Representative (ADR) will focus on identifying business needs within Strategic and Enterprise accounts to build a robust pipeline for the sales team. This role involves close cooperation with marketing, enablement, and management teams to execute campaigns and prospect until handing leads over to the sales organization, all while ensuring prospects experience superior engagement that facilitates future product sales.

Primary Responsibilities

• Collaborate with Account Development Manager and cross-functional teams to set strategic targets and generate new or expanded business opportunities.
• Achieve or exceed set goals by engaging qualified leads and advancing them through the sales cycle.
• Effectively qualify prospects by understanding their business challenges and educating them on Postman's value proposition.
• Conduct in-depth research within targeted accounts to pinpoint key contacts and critical account details.
• Identify strategic new prospects to accelerate territory growth.
• Engage prospects generated through marketing campaigns.
• Develop expertise in sales prospecting tools and platforms.
• Address customer challenges with relevant campaigns and events to boost engagement.
• Maintain strong customer service relationships with prospects.
• Regularly audit own activities for accuracy and improvement.
• Continuously enhance knowledge of Postman's products, competitors, and market trends via various resources.
• Update CRM daily with lead status and all interactions with prospects.
• Master the use of sales enablement technologies.

Candidate Profile

• Possess 1 to 2 years of experience in business development, sales, or a related area.
• Fluent English communication skills.
• Experience qualifying leads across all organizational levels, including developers, managers, directors, executives, is advantageous.
• Capable of thriving in a fast-paced, dynamic sales environment with creative problem-solving skills and the ability to impress through quality work.
• Proficient in common productivity software.

Compensation and Benefits

Apart from Postman’s pay-for-performance approach and flexible working hours, the company provides comprehensive benefits such as full medical insurance, flexible paid time off, wellness reimbursements, and a monthly stipend for lunch. Wellness initiatives promote both physical and mental health, while team-building activities foster a connected and inclusive culture. Additionally, a donation matching program supports employees' philanthropic interests.

Work Model

Postman emphasizes the benefits of in-person collaboration, requiring onsite presence five days a week at their hubs, including London, to facilitate better communication, teamwork, and trust that virtual meetings cannot fully replicate.

Company Values

Postman promotes curiosity-driven innovation, transparency, and open communication of successes and failures. The company is committed to an inclusive culture valuing each individual as an integral part of the overall mission to deliver exceptional products.

Equal Opportunity

Postman is an Equal Employment Opportunity and Affirmative Action employer. All qualified applicants will be considered regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, veteran status, or disability. The company does not accept unsolicited third-party recruiter resumes and does not pay fees without prior agreements.