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Postman · 4 days ago

Global Head of Account Development

San Francisco, CA

Full-time

Hybrid

Director/Executive

$300K/yr - $400K/yr

10+ years exp

Postman is the world’s leading API platform, and they are seeking a Global Head of Account Development to build and lead their worldwide Account Development organization. This role involves managing a global team, driving pipeline generation, and partnering with various departments to optimize sales opportunities.

Developer APIsDeveloper ToolsEnterprise SoftwareSaaS

Responsibilities

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

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

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

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

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

Qualification

Sales Development leadershipGlobal pipeline generationTeam buildingScalingGo-To-Market expertiseCross-functional influenceExecutive-level communicationResults-driven leadershipStrategic operation