Account Development Manager

Summary

Join Postman's growing Enterprise division as a Manager, Account Development! Lead and mentor a team of Account Development Representatives (ADRs) in Europe, focusing on generating qualified meetings for Account Executives. Leverage data-driven decisions to achieve pipeline milestones within the technical Enterprise SaaS sector. This role requires proven leadership experience in SaaS sales, strong communication skills, and proficiency with Salesforce. Postman offers a comprehensive benefits package including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend, along with a hybrid work model.

Requirements

• 2-4 years leading an ADR/SDR/BDR sales team in a SaaS environment
• Proven ability to create and iterate the sales development process, methodology (such as MEDDIC, Sandler, Miller Heiman, etc), campaigns, hiring profiles
• Excellent communication skills both with customers and within an organization
• You are comfortable navigating the technology stack and have experience with Salesforce
• Strong track record of navigating within large enterprise and mid-market organizations
• You have a positive attitude and see every challenge as a new learning opportunity!

Responsibilities

• Lead a word-class Account Development team
• Recruit, train, and develop a team of Account Development Representatives
• Provide hands-on coaching by teaching foundational sales skills, including account research, prospecting, cold calling & high-level discovery
• Leverage data to make educated and informed business decisions that are aligned with the go to market strategy
• Provide accurate and timely sales forecast and maintain accurate records in all internal CRM and reporting tools
• Foster a culture of sales excellence by reinforcing and modeling Company values when working with customers and team members
• Adopt an interest in the API lifecycle to help team members communicate the Postman value props to key stakeholders
• Teach the team to educate customers on the value of Postman Enterprise and help them navigate decision makers in enterprise accounts
• Promote a culture of inclusion by engaging team members in thoughtful discussion & collaborative problem solving during team meetings
• Communicate regularly and effectively with Sales Operations, Marketing and cross-functional leaders to support company initiatives
• Be an innovator in helping the team discover new business initiatives and identifying opportunities to book meetings with relevant prospects
• Review and develop sequences and design outbound campaigns
• Motivate, encourage and develop ADRs in order to exceed goals through coaching and incentives

Preferred Qualifications

• Experience in the API/Software Development/DevOps space
• Experience in a closing sales role

Benefits

• Full medical coverage
• Flexible PTO
• Wellness reimbursement
• A monthly lunch stipend
• Wellness programs
• Creche allowance
• Frequent and fascinating team-building events
• Donation-matching program
• Hybrid work model