Account Development Representative

Summary

Join Postman as an Account Development Representative (ADR) and play a pivotal role in uncovering business needs for strategic and enterprise accounts. Collaborate with cross-functional teams to generate new and expansion business opportunities, consistently exceeding targets by engaging with qualified leads and advancing them through the sales cycle. Utilize a consultative approach to qualify opportunities, understanding customer challenges while showcasing Postman's value. Conduct thorough account research, identify high-value prospects, and master sales prospecting platforms to optimize outreach. Build strong customer relationships, regularly audit your activities, and proactively learn about Postman's products and market trends. As the first hire in this role, you'll be a self-starter thriving in a dynamic environment, ensuring a superior customer experience.

Requirements

• Experienced: 6 months to 2 years of experience in business development, sales, or a related field
• 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

Responsibilities

• 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

Preferred Qualifications

Familiarity with lead qualification at various organizational levels—developers, managers, directors, VPs, and executives—is a plus

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
• Flexible schedule
• Hybrid work model