Manager, Account Development

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.