Account Development Representative - Inbound

Who Are We?

Postman is the world’s leading API platform, used by more than 40 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 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 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

As an Inbound ADR, you’ll be the first point of contact for many of Postman’s prospective customers. You’ll triage and qualify inbound leads while handling objections and pushing for next steps. You’ll also contribute to high-impact special projects and initiatives (such as customer engagement campaigns, churn initiatives, and market experiments) that help Postman scale efficiently and deliver more value to customers.

This role is designed for recent graduates or those with little prior sales experience who want to learn the foundations of SaaS sales in a supportive, growth-oriented environment. 

If you’re successful in this position, you will be given the opportunity to interview for a promotion to a Mid-market ADR position after 6 months.

What You’ll Do

• Respond to and qualify inbound leads at a high volume, working with prospective customers, and handling common objections along the way.  Your performance will be measured on the number of quality meetings and opportunities you’re able to generate.
• Route opportunities to the appropriate sales teams to keep our funnel moving
• Partner with Sales, Marketing, and Operations on cross-functional initiatives that may include campaigns, experiments, and special projects (e.g., churn reduction, targeted outreach, event support)
• Learn how to use industry-leading sales tools (Salesforce, LinkedIn Sales Navigator, ZoomInfo, Gong, and more)
• Track and manage all activities in CRM systems to maintain data accuracy
• Gain a deep understanding of Postman’s platform, customer use cases, and API-first ecosystem
• Contribute ideas to improve inbound processes and customer engagement

About You

• 0–1 years of experience in sales, business development, or customer-facing roles (internships welcome!)
• Recent college graduate or early-career professional eager to break into SaaS sales
• Curious, coachable, and motivated by goals
• Comfortable engaging with a variety of professionals via phone calls, from developers to business leaders
• Strong communicator and active listener, with an ability to learn quickly
• Excited by the opportunity to grow into Mid-market ADR, Enterprise ADR, and ultimately SMB Account Executive roles

Why Join Postman?

• Clear career progression: Structured path from Inbound ADR → Mid-market ADR → Enterprise ADR → SMB AE
• Learning & development: Hands-on training with world-class tools, mentorship from experienced sales professionals, and exposure to cross-functional teams
• High-impact work: You’ll be part of shaping how we engage new customers and test new initiatives at scale
• Compensation & benefits: Competitive base salary with performance-based incentives, plus comprehensive benefits and equity package

The reasonably estimated OTE for this role is $78,000-$83,000 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, Bangalore, Hyderabad, an