Manager, Account Development

About this role

Who Are We? 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 is helping 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 - where Postman was founded. 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 Postman is hiring a Manager of Account Development, a critical role in building and scaling our presence in the US. As a Manager of Account Development, 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. What You'll Do • 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. About You • Experienced leader: 1–3 years of experience managing ADR/SDR/BDR sales teams in a SaaS environment, with a proven ability to build and scale teams. • Process innovator: Experience creating and iterating sales development processes, including methodologies like MEDDIC, Sandler, or Miller Heiman. • AI-savvy: Awareness of the AI landscape of technologies and experience implementing AI for productivity improvements and workflow efficiencies. • Exceptional communicator: Strong communication skills with both internal teams and external stakeholders. • Tech-savvy: Comfortable navigating technology stacks, including Salesforce and sales enablement tools. • Enterprise-savvy: Proven ability to engage with large enterprise and mid-market organizations. • Positive and resourceful: You approach challenges as opportunities to learn and grow. The reasonably estimated 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. 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. Along with that, 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 value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person 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. In our work, 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 perception or 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.