Account Development Representative

About the role

The Account Development Representative will uncover business needs for Strategic and Enterprise Accounts to build a pipeline for the sales organization. This role collaborates with marketing, sales enablement, and management to create campaigns and prospect to develop opportunities to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer and prospect experience. This experience sets the stage for future product sales for Postman. The representative will own the end-to-end prospecting and engagement cycle within assigned territories. They will translate customer challenges into relevant campaigns and events that drive meaningful engagement. Success in this role depends on consistent self-auditing of activity to ensure accuracy and enable continuous improvement. The role requires becoming an expert in the Postman product suite and the broader API ecosystem.

Key facts

What you'll do

• Work with the Account Development Manager and cross-functional teams to create strategic targets that identify and generate new and expansion business opportunities.
• Meet or exceed strategic goals and committed targets by engaging with qualified leads and enabling the next step in the sales cycle.
• Qualify opportunities by understanding business challenges while also educating prospects on the value of Postman's product offerings.
• Complete detailed research within targeted accounts to identify key contacts and critical account information.
• Identify and target strategic new prospects that would accelerate territory growth.
• Select and engage with prospects identified through marketing efforts and campaigns.
• Become an expert in sales prospecting platforms and tools to maximize outreach efficiency.
• Use identified customer challenges to prescribe relevant campaigns and events that drive engagement and interest.
• Develop superior customer service relationships with prospects to build trust and credibility from the first interaction.
• Self-audit activity to ensure accuracy and to enable improvement in processes and outcomes.
• Proactively learn Postman's product, competitive products, and market knowledge via the website, online webinars, and other marketing information sources.
• Update lead status and all prospect interaction in CRM applications on a daily basis to maintain accurate records.
• Become an expert with sales enablement tools to support effective communication and pipeline progression.

Requirements

• Possess 1 to 2 years of experience in business development, sales, or a related field that involves direct prospect engagement.
• Demonstrate fluency in both Dutch and English, including written and verbal communication, to engage with diverse stakeholders.
• Have experience with lead qualification at all levels within organizations, including developers, managers, directors, VPs, and executives.
• Ability to work in a high-energy, fast-paced sales environment where thinking out-of-the-box leads to innovative solutions and quality work.
• Show proficiency with standard productivity tools such as email, calendar applications, and collaboration software.
• Commitment to adhering to company processes while maintaining a high level of accuracy in all documentation and reporting.
• Willingness to follow structured sales methodologies while applying them to varied prospect scenarios.
• Readiness to manage multiple priorities and deadlines in a remote setting without direct supervision.

Nice to have

The source information does not include any specific preferred qualifications, skills, or experiences beyond the stated requirements. No additional Nice to have items are provided in the source material.

Practical notes

The engagement type is not explicitly detailed in the source text and is listed as See source. The role requires in-office collaboration five days a week for all positions at Postman, as noted in the practical section of the source. There is no mention of travel expectations, visa sponsorship details, or specific application deadlines within the provided source. Compensation details are not included in the source, so no pay information is listed on this page. This role is positioned within a remote-first framework that still emphasizes scheduled in-person collaboration.