Account Development Representative

Postman is the world’s leading API platform, used by more than 35 million developers and 500,000 organizations, including 98% of the Fortune 500 such as Uber, AWS, Salesforce, Microsoft and many more. 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. P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman. **The Opportunity**: The Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, & management to create campaigns & prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience to set the stage for future product sales for Postman. **What You’ll Do**: - Collaborate with the Account Development Manager and cross-functional teams to define strategic targets and generate both new and expansion business opportunities. - Consistently meet or exceed strategic goals and committed targets by engaging with qualified leads and advancing them through the sales cycle. - Use a consultative approach to qualify opportunities, understanding customer challenges while educating prospects on the value of Postman’s product offerings. - Conduct thorough research on targeted accounts to identify key contacts and gather critical account information. - Identify and prioritize high-value prospects to drive accelerated territory growth. - Engage with prospects sourced from marketing efforts and outbound campaigns. - Master sales prospecting platforms and tools to optimize outreach efforts. - Address customer challenges with relevant campaigns and events to increase engagement. - Build and maintain strong customer service relationships with prospects. - Regularly audit and refine your own activity to ensure accuracy and continuous improvement. - Proactively learn about Postman’s products, competitive landscape, and market trends through resources such as the company website, webinars, and other materials. - Accurately update lead status and record all prospect interactions in the CRM system daily. - Become proficient in sales enablement tools to streamline and enhance your work. **About You**: - **Experienced**: 6 months to 2 years of experience in business development, sales, or a related field. Familiarity with lead qualification at various organizational levels—developers, managers, directors, VPs, and executives—is a plus. - **Energetic and Creative**: Thrive in a high-energy, fast-paced sales environment. You bring fresh, innovative approaches and deliver high-quality results that stand out. - **Tech-Savvy**: Proficient with productivity tools and eager to adopt new technologies to enhance your work. **Our Values**: At Postman, we create with the same curiosity that we see in our users. We value transparency & 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. **What Else?**: This is a hybrid role based in Australia. Postman offers a competitive salary and equity package, medical benefits, and wellness perks, including fitness reimbursements, meal stipends, home office setup reimbursement, unlimited PTO, and more.