Manager, Account Development

About this role

<div class="content-intro"><h2><strong>Who Are We?</strong></h2> <p>Postman is the world’s leading API platform, used by more than 45 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.</p> <p>The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman 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 X via @getpostman.</p> <p>P.S: We highly recommend reading <a href="https://api-first-world.com/">The "API-First World" graphic novel</a> to understand the bigger picture and our vision at Postman.</p></div><h2 class="p-rich_text_section"><strong data-stringify-type="bold">About the Team</strong></h2> <div class="p-rich_text_section">With Postman already entrenched across major Fortune 1000 companies globally, we're primed for exponential growth within the corporate sector in the upcoming year. We seek an adept Manager, Account Development to spearhead our expansion efforts, nurturing a team of Account Development Representatives to adeptly navigate the complexities of corporate sales by generating qualified meetings for our Account Executives. This role presents a distinctive opportunity to rapidly expand a European ADR Team. The ideal candidate is dynamic, driven, and possesses a proven track record of propelling teams to achieve substantial pipeline milestones within the realm of technical SaaS companies.</div> <div class="p-rich_text_section"> </div> <div class="p-rich_text_section">This role will report to the Head of Account Development EMEA</div> <h2 class="p-rich_text_section"><strong data-stringify-type="bold">What You'll Do</strong></h2> <ul class="p-rich_text_list p-rich_text_list__bullet p-rich_text_list--nested" data-stringify-type="unordered-list" data-list-tree="true" data-indent="0" data-border="0"> <li data-stringify-indent="0" data-stringify-border="0">Lead a word-class Account Development team. Recruit, train, and develop a team of Account Development Representatives.</li> <li data-stringify-indent="0" data-stringify-border="0">Provide hands-on coaching by teaching foundational sales skills, including account research, prospecting, cold calling & high-level discovery.</li> <li data-stringify-indent="0" data-stringify-border="0">Leverage data to make educated and informed business decisions that are aligned with the go to market strategy.</li> <li data-stringify-indent="0" data-stringify-border="0">Provide accurate and timely sales forecast and maintain accurate records in all internal CRM and reporting tools.</li> <li data-stringify-indent="0" data-stringify-border="0">Foster a culture of sales excellence by reinforcing and modeling Company values when working with customers and team members.</li> <li data-stringify-indent="0" data-stringify-border="0">Adopt an interest in the API lifecycle to help team members communicate the Postman value props to key stakeholders.</li> <li data-stringify-indent="0" data-stringify-border="0">Teach the team to educate customers on the value of Postman Corporate and help them navigate decision makers in corporate accounts.</li> <li data-stringify-indent="0" data-stringify-border="0">Promote a culture of inclusion by engaging team members in thoughtful discussion & collaborative problem solving during team meetings.</li> <li data-stringify-indent="0" data-stringify-border="0">Communicate regularly and effectively with Sales Operations, Marketing and cross-functional leaders to support company initiatives.</li> <li data-stringify-indent="0" data-stringify-border="0">Be an innovator in helping the team discover new business initiatives and identifying opportunities to book meetings with relevant prospects.</li> <li data-stringify-indent="0" data-stringify-border="0">Review and develop sequences and design outbound campaigns.</li> <li data-stringify-indent="0" data-stringify-border="0">Motivate, encourage and develop ADRs in order to exceed goals through coaching and incentives.</li> </ul> <h2 class="p-rich_text_section"><strong data-stringify-type="bold">About You</strong></h2> <ul class="p-rich_text_list p-rich_text_list__bullet p-rich_text_list--nested" data-stringify-type="unordered-list" data-list-tree="true" data-indent="0" data-border="0"> <li data-stringify-indent="0" data-stringify-border="0">2-4 years leading an ADR/SDR/BDR sales team in a SaaS environment</li> <li data-stringify-indent="0" data-stringify-border="0">Experience in the API/Software Development/DevOps space strongly preferred</li> <li data-stringify-indent="0" data-stringify-border="0">Proven ability to create and iterate the sales development process, methodology (such as MEDDIC, Sandler,…