Global Head of Account Development
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
Benefits
- full medical coverage
- flexible PTO
- wellness reimbursement
- monthly lunch stipend
- wellness programs
- donation-matching program
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
