Manager, Account Development (EMEA)

Who Are We?

Postman is the world’s leading collaboration platform for API development. Postman's features simplify each step of building an API and streamline collaboration to help create better APIs—faster. More than 20 million developers and 500,000 organizations worldwide currently use Postman. We recently raised our Series-D at a $5.6 billion valuation.

Our customers are doing more and more astounding things with the Postman product every day, and as a result, we are growing rapidly.

With every major Fortune 1000 company in the world using Postman at some level, we are positioned to expand our Enterprise presence exponentially over the coming year and are looking for a seasoned Sales Leader to grow and develop a team of Corporate Account Executives to seamlessly navigate the enterprise sales cycle and effectively close deals. This is a unique opportunity to rapidly scale a Mid-Market sales team in alignment with our fast-growing Enterprise business. The ideal candidate is energetic and passionate and has personally driven teams to achieve significant sales growth at technical Enterprise SaaS companies.

Here's a timeline of Postman’s journey in becoming an API Platform.

How We Operate.

Since we are a globally distributed team, we measure outcomes, not hours. We operate from a deep sense of our values, and strive to build the best products for the entire developer community.

About the Team.

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 team of Account Development Representatives that will directly support Corporate Account Executives and Enterprise Account Executives 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.

This role will report into Postman’s Head of Account Development.

What You'll Do.

• 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.

About You.

• 1-3 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!
• Experience in a closing sales role is not required but preferred

Benefits.

Postman has an informal and fun working team environment. We believe in a hybrid workplace, and although this role is remote, there will be opportunities for you to meet and collaborate with teammates from around the globe. We offer a competitive salary and equity package, comprehensive medical, dental, and vision insurance, and cool perks. Our employees enjoy unlimited PTO because we believe everyone should take the time off needed to refresh, relax, and reflect. Our wellness program offers fitness-related reimbursements, a meal stipend, home office set-up reimbursement, internet reimbursement, book reimbursements for professional development, and a training platform for continued learning and education for personal growth. Also, our donation-matching program can support causes you care about. We’re creating a long-term company, and we want you to be part of it. Join us and become a Postmanaut.