Account Development Representative, German Speaking

About the role

This position is centered on discovering and cultivating business opportunities within Strategic and Enterprise Accounts to build pipeline for the sales team. You will collaborate closely with marketing, sales enablement, and leadership to design targeted outreach campaigns and nurture prospects until they are mature enough for handoff to Account Executives. The role emphasizes creating constructive early interactions that establish trust and lay the groundwork for future product adoption. You will act as a strategic partner who identifies where Postman can solve critical API and developer experience challenges. Success in this role requires disciplined communication and the ability to translate complex product capabilities into clear business outcomes. You will be responsible for maintaining precise records and ensuring that every interaction moves the opportunity forward. This position is integral to scaling demand within key accounts in the London market.

Key facts

What you'll do

• Partner with the Account Development Manager and cross-functional teams to define target accounts and uncover new or expansion opportunities.
• Achieve or surpass pipeline goals by engaging qualified leads and advancing them through the sales cycle with consistent follow-through.
• Assess prospect needs by conducting discovery conversations that uncover business challenges and map them to Postman product value.
• Conduct thorough research on target accounts to map key contacts, understand buying committees, and gather critical contextual information.
• Identify high-potential new prospects that can accelerate territory growth while balancing expansion within existing accounts.
• Follow up on leads generated through marketing initiatives and ensure timely engagement to maximize conversion potential.
• Develop deep proficiency in sales prospecting platforms and enablement tools to streamline outreach and pipeline management.
• Recommend relevant campaigns and events based on identified customer pain points and emerging buying signals.
• Build strong service-oriented relationships with prospects by acting as a trusted advisor and resource.
• Regularly audit your own activity for accuracy, ensuring data hygiene and continuous improvement in execution.
• Stay current on Postman products, competitors, and market trends through webinars, the website, and marketing materials to maintain expertise.
• Maintain accurate lead status and interaction records in the CRM daily to provide full visibility to stakeholders.
• Collaborate with internal stakeholders to design and refine outreach sequences that align with buyer journey stages.
• Proactively share feedback from customer conversations to influence product messaging and positioning strategies.

Requirements

• 1 to 2 years of experience in business development, sales, or a related field that involves outbound prospecting and pipeline generation.
• Fluent German language skills that enable confident communication with C-level and operational stakeholders in a professional setting.
• Ability to thrive in a high-energy, fast-paced sales environment where targets are met through consistent activity and resilience.
• Creative thinking with the ability to approach problems from fresh angles, designing tailored solutions for complex API challenges.
• Proficiency with standard productivity tools such as email, calendars, documents, and collaboration platforms used in a modern tech environment.
• Comfort with technology stacks and an aptitude for learning SaaS products quickly to explain value to technical audiences.
• Strong written and verbal communication skills in English, with German as a fluent advantage for engaging stakeholders in the DACH region.
• A disciplined approach to time management, prioritization, and follow-up that ensures no opportunity falls through the cracks.

Nice to have

• Experience qualifying leads across multiple organizational levels including developers, managers, directors, VPs, and executives.

Practical notes

• Postman follows a pay-on-performance compensation model, where earnings are influenced by individual performance against agreed targets.
• Benefits include full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend to support work-life balance.
• Wellness programs and regular team-building events are part of the company culture, fostering collaboration across functions.
• A donation-matching program is available for causes you support, allowing you to contribute to initiatives you care about.
• Postman is used by more than 45 million developers and 500,000 organizations, including 98% of the Fortune 500, providing a large addressable market.
• This role is committed to being an equal opportunity employer, ensuring fair treatment and diversity in all hiring decisions.

This role is based in London, United Kingdom, and requires in-office presence five days a week to facilitate collaboration, relationship-building, and alignment with team objectives. The successful candidate will engage with enterprise and strategic accounts, conducting research and outreach during standard business hours. While the primary focus is on pipeline generation within the London territory, the role may involve occasional coordination with global teams across different time zones. Travel is not a core requirement of the position, though occasional in-person meetings may be requested when strategically necessary. Candidates must be legally authorized to work in the United Kingdom without sponsorship, as the company is unable to provide visa sponsorship for this role. The application window remains open until the position is filled, encouraging timely submission of relevant profiles. Only candidates who clearly meet the outlined requirements and demonstrate an understanding of Postman's mission will be contacted for the next steps.