Postman
IT/ITES & Automotive
AccountExecutive,IT/ITES&Automotive
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“Account Executive, IT/ITES & Automotive at Postman. Skills: Enterprise Sales, Account Management, API Platform Sales. Drive new enterprise revenue. Own the full sales cycle”
What You'll Achieve.
Consistent quota attainment at 100%+ over multiple consecutive years; driving pipeline generation independently
Industry & Context.
20% travel
What They're Looking For.
Must Have
13–15 years of total B2B technology sales experience, demonstrated track record in enterprise SaaS or developer tooling, Proven, documented history of new logo acquisition and consistent quota attainment at 100%+ over multiple consecutive years, Experience selling to IT/ITES companies or technology-intensive Automotive OEMs/suppliers, Familiarity with developer-focused or technical product sales, presentation and negotiation ability, ability to build consensus across technical and business stakeholders, Proficiency with CRM tools (Salesforce) and sales engagement platforms (Outreach, Salesloft, or equivalent), Self-starter with a hunter mentality, comfortable with ambiguity and capable of driving pipeline generation independently
Nice to Have
Prior experience at a Product-Led Growth (PLG) company, Familiarity with Postman, Postman Collections, API design workflows, or adjacent developer tooling, Experience with enterprise sales methodologies such as MEDDIC, Challenger Sale, or Command of the Message, Understanding of API-first architecture, microservices patterns, and how enterprises are adopting AI-native API strategies, Existing network within IT services, software product, or automotive technology companies in the Pune / Maharashtra region
What You'll Do.
Drive new enterprise revenue
Own the full sales cycle
and close enterprise accounts
Participate in accelerator programmes
Collaborate with Customer Success
Ensure onboarding and early product adoption
Surface expansion opportunities
Represent Postman at trade shows
Attend developer conferences
Attend customer events
Stay current on competitive landscape
Articulate Postman's differentiation
How You'll Work.
Team & Collaboration
Collaborate with Customer Success post-close; build consensus across technical and business stakeholders
Communication Scope
presentation; negotiation; honest communication
Full Job Description
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. About the Role As an Account Executive for the IT/ITES and Automotive verticals, you will be the primary driver of new enterprise revenue across Pune and the surrounding region — one of India's most dense clusters of software services and automotive technology companies. You will own the full sales cycle: identifying, qualifying, and closing enterprise accounts at companies like Persistent Systems, KPIT, Tata Motors, Mahindra participate in accelerator programmes for overachievement Collaborate with Customer Success post-close to ensure strong onboarding, early product adoption, and surface expansion opportunities within the account Represent Postman at trade shows, developer conferences (e.g., PyCon India, DockerCon, API World), and customer events in the Pune and Maharashtra region Stay current on the API and developer tooling competitive landscape (Insomnia, SwaggerHub, Apigee, MuleSoft, Kong, Stoplight) and articulate Postman's differentiation clearly About You Required Qualifications 13–15 years of total B2B technology sales experience, with demonstrated track record in enterprise SaaS or developer tooling Proven, documented h
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