Manager, Account Development (Australia)

Who Are We?

Postman is the world’s leading API platform, used by more than 35 million developers and 500,000 organizations, including 98% of the Fortune 500 such as Uber, AWS, Salesforce, Microsoft and many more. 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. 

The company is headquartered in San Francisco and has offices in Boston, NYC, Berkeley, and Cupertino, as well as an office in Bangalore, where it 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 Twitter via @getpostman.

P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

The Opportunity:

Postman is hiring its first Manager of Account Development in Australia, a critical role in building and scaling our presence in the region. As a Manager of Account Development, you’ll recruit, coach, and lead a team of Account Development Representatives (ADRs) focused on uncovering new business opportunities and creating a strong pipeline for our sales team. You’ll collaborate with Sales, Marketing, and other cross-functional teams to drive our go-to-market strategy and establish a culture of sales excellence in the Australian region.

This is an exciting opportunity to shape the foundation of our account development efforts in Australia and help grow Postman’s presence in a key market.

What You’ll Do:

• Build and lead a world-class team: Recruit, train, and develop a high-performing team of Account Development Representatives in Australia.
• Provide hands-on coaching: Teach foundational sales skills, including account research, prospecting, cold calling, and high-level discovery.
• Drive data-informed decisions: Leverage analytics and performance metrics to align the team’s strategy with our broader go-to-market goals.
• Foster sales excellence: Model and reinforce Postman’s values, creating a collaborative and high-performing team environment.
• Master the API lifecycle: Learn and teach the Postman API lifecycle and value propositions to help your team communicate effectively with key stakeholders in enterprise accounts.
• Collaborate cross-functionally: Partner with Sales Operations, Marketing, and other teams to execute company initiatives, design outbound campaigns, and improve processes.
• Innovate in business development: Help the team discover new business opportunities and book high-quality meetings with key prospects.
• Promote inclusivity and collaboration: Lead thoughtful discussions and collaborative problem-solving sessions during team meetings to drive engagement and performance.
• Maintain accurate records: Ensure all CRM and reporting tools are up-to-date and provide accurate and timely sales forecasts.

About You:

• Experienced leader: 1–3 years of experience managing ADR/SDR/BDR sales teams in a SaaS environment, with a proven ability to build and scale teams.
• Process innovator: Experience creating and iterating sales development processes, including methodologies like MEDDIC, Sandler, or Miller Heiman.
• Exceptional communicator: Strong communication skills with both internal teams and external stakeholders.
• Tech-savvy: Comfortable navigating technology stacks, including Salesforce and sales enablement tools.
• Enterprise-savvy: Proven ability to engage with large enterprise and mid-market organizations.
• Positive and resourceful: You approach challenges as opportunities to learn and grow.

Our Values

At Postman, we create with the same curiosity that we see in our users. We value transparency & honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

What Else?

This is a hybrid role based in Australia. Postman offers a competitive salary and equity package, medical benefits, and wellness perks, including fitness reimbursements, meal stipends, home office setup reimbursement, unlimited PTO, and more.