Global Head of Account Development

Postman•San Francisco, CA

1d•$300,000 - $400,000•Hybrid

About The Position

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.

Requirements

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
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
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

Responsibilities

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