The Opportunity:

The Account Development Representative (ADR) will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, and management to create campaigns and prospect accounts, developing them to the point of handoff for Sales. As the first hire in this role, we’re looking for a self-starter who thrives in an emerging market and can deliver results in a dynamic environment. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience, setting the stage for future product sales for Postman.

What You’ll Do:

• 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.

About You:

• Experienced: 6 months to 2 years of experience in business development, sales, or a related field. Familiarity with lead qualification at various organizational levels—developers, managers, directors, VPs, and executives—is a plus.
• 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.