Global Head of Account Development - Boston/ San Francisco

Who Are We?

Postman is the world’s leading API platform, used by more than 30 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 an office in Bangalore, where it 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 Twitter 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 looking for a Global Head of Account Development to lead an established function that is the tip of the spear for engaging with prospective customers and driving demand toward our Enterprise solutions. This is a global role that is critical to coaching and growing the future Postman field talent. 

This is an exciting opportunity to build and scale a global Account Development team within our growing Sales Organization. With nearly every Fortune 1000 company in the world using Postman at some level, we are positioned to expand our Enterprise presence exponentially over the coming year. We are looking for a passionate, energetic, value-centric leader to grow and develop a critical team of Account Development Representatives that partner with reps based in the US, Europe & APAC. The ideal candidate is passionate about building, growing and developing a team, has SaaS closing experience and is ready to make an immediate impact on Postman’s pipeline. 

What You'll Do

• Set and communicate the vision, goals, and KPIs for Postman’s Global Account Development organization 
• Scale and lead the teams by fostering a culture of sales excellence and transparency through discovery, curiosity, and innovation
• Lead and mentor Account Development Managers to create strategic targets to identify and generate new and expansion business opportunities and customer meetings
• Enable ADRs and Managers to meet or exceed strategic goals and committed targets
• Be an innovator in helping our team discover new ways to position our products and drive new, upsell, and expansion business initiatives
• Help develop and execute an effective sales strategy designed to deliver on key business metrics
• Guide the team on how to educate customers on the value of Postman Enterprise and to navigate key decision makers in order to grow Postman Enterprise awareness within organizations
• Communicate regularly and effectively with Sales Operations, Marketing, Sales Leadership peers, and cross-functional leaders to support company initiatives
• Provide accurate and timely sales forecasts, maintain accurate records in all internal CRM and reporting tools
• Review and help develop sequences and outbound communication plans for targeting prospect accounts with team members
• Collaborate to design compensation plans
• Create career paths for grow within the org and beyond
• Continuously work to educate and promote growth for direct reports

About You 

• 5+ years leading a high performing SDR/BDR team/organization 
• Second line leadership experience
• Proven ability to create and iterate the sales development process, methodology (such as MEDDIC, Sandler, Miller Heiman, etc), campaigns, hiring profiles, training and enablement
• Global Experience
• Relevant sales experience in an Enterprise SaaS organization
• Experience selling developer and/or technical products a strong plus
• Excellent communication skills both with customers and within an organization
• Strong track record of navigating within large enterprise and mid-market organizations
• Ability to develop senior level relationships quickly and effectively
• A curious mind with a strong desire to mentor and support others
• Experience presenting to senior managers and the C-suite
• Experience  and success in developing team members for future career growth
• You are a Recruiter! Postman hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!

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 either San Francisco or Boston, and the reasonably estimated compensation for this role ranges from $230,000 to $300,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. In addition to our pay-on-performance philosophy, we offer a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Salaries will vary outside of the listed metropolitan areas & the U.S.

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.

Postman will consider for employment qualified applicants with arrest and conviction records where directed under applicable law, such as pursuant to the San Francisco Fair Chance Ordinance.