Global Head of Account Development

Who Are We? Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. 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, New York, Austin, Tokyo, London, and Bangalore - where Postman 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 X 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 We are hiring a Global Head of Account Development to build and lead our worldwide Account Development (ADR/SDR) organization. This leader will own both inbound and outbound pipeline generation globally and be accountable for delivering high-quality, sales-ready opportunities to our Account Executives across segments and regions. This role reports directly to the CRO and is a key leadership hire for Postman. You will manage and develop a global team of ADR leaders and individual contributors, operating across multiple geographies, languages, industries, and buyer personas. You will work closely with Sales, Marketing, RevOps, and Product-Led Growth (PLG) leadership to create a modern, scalable pipeline engine. We are looking for a seasoned, proven leader who has delivered results at scale, built high-performing teams, and knows how to operate at the intersection of Sales, Marketing, and PLG. What You’ll Do Own Global Pipeline Generation Lead the global Account Development organization responsible for driving both inbound and outbound pipeline Be accountable for pipeline volume, conversion, and quality—ensuring strong downstream performance with AEs Design and manage a compensation model that rewards both quantity and quality of opportunities Build and Scale a World-Class Team Hire, develop, and lead a global team of ADR leaders and individual contributors Coach managers who coach reps—building leadership depth that scales Establish clear career paths, performance standards, and development plans Operate Globally, Execute Locally Scale consistent global operating rhythms while enabling regional nuance across geographies, languages, and cultures Partner with regional Sales leaders to align on ICPs, territories, coverage, and pipeline priorities Ensure tight alignment between ADR teams and AEs across all segments Partner Deeply with Marketing and PLG Work closely with Marketing to optimize inbound demand flow, lead scoring, routing, and follow-up Partner with PLG teams to convert product usage signals into qualified sales opportunities Help define how outbound, inbound, and product-qualified leads work together as a single system Build the Operating System Define the global ADR operating model: metrics, tooling, enablement, messaging, and process Partner with RevOps to ensure data integrity, forecasting accuracy, and scalable systems Continuously test, learn, and iterate to improve productivity and impact About You Experience & Track Record 10+ years in Sales Development / Account Development leadership roles Proven success building and scaling global SDR/ADR organizations at high-growth B2B companies Demonstrated ability to deliver pipeline at scale across multiple geographies and market segments Experience managing managers and developing senior leaders Go-To-Market Expertise Deep understanding of inbound and outbound pipeline motions Strong experience partnering with Marketing and operating within a PLG or hybrid PLG + Sales model Comfort selling to technical personas across SMB, Mid-Market, and Enterprise Leadership & Presence Executive-level communicator with strong cross-functional influence Hands-on, results-driven leader who sets a high bar and builds trust Able to operate strategically while still diving into the details when needed Location Based in the San Francisco Bay Area, with regular in-person collaboration with the CRO and executive leadership team Why This Role Matters This is not a maintenance role. This is a build-and-scale role at a company with massive global opportunity and aggressive growth goals. The Global Head of Account Development will play a direct role in shaping Postman’s revenue trajectory and building the pipeline engine that fuels our next phase of growth. If you are excited by complexity, scale, and ownership—and want to build something with massive upside potential—we’d love to talk. The reasonably estimated OTE for this role is $300,000 to $400,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. What Else? In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. At Postman, we embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Austin, Tokyo, Bangalore, Hyderabad, London, and New York, employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibility and collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our hybrid office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom. Our Values At Postman, we create with the same curiosity that we see in our users. We value transparency and 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. Equal opportunity Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.