Postman
Technology
KeyAccountDirector
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“Key Account Director at Postman. Skills: Enterprise sales, Account management, Solution selling. Own and grow portfolio of strategic enterprise accounts. Deeply engage with senior buyers”
What You'll Achieve.
Grow portfolio of strategic enterprise accounts; Deepen engagement with large enterprises; Expand footprint; Deliver full value of Postman platform; Build long-term, value-based relationships; Drive adoption of Postman enterprise solutions; Drive adoption of Postman platform solutions; Convert massive developer adoption into enterprise-wide value; Maximize customer outcomes
Industry & Context.
Identify customer pain points; Design tailored value propositions
Travel to customers
What They're Looking For.
Must Have
10–15 years enterprise sales experience, Proven track record in strategic account management, Proven track record in account expansion, Experience selling technical products, Experience selling platform products, Experience selling developer tools, Experience selling SaaS platforms, Experience selling cloud infrastructure, Experience selling security solutions, Demonstrated success in solution selling, Engage with senior technology leaders, Drive multi-million dollar expansion deals, History of working long cycles, Successfully growing accounts over time, Ability to navigate large organizations, Ability to navigate complex organizations, Experience working closely with technical teams, Deep understanding of enterprise buyer personas, Curiosity in emerging technologies, Fluency in emerging technologies, Executive presence, Relationship-building skills, Ability to influence at C-suite level
Nice to Have
Experience with AI/agentic AI, Experience automating workflows, Experience delivering customer value
What You'll Do.
Own and grow portfolio of strategic enterprise accounts
Deeply engage with senior buyers
Position Postman as critical platform solution
Drive multi-threaded sales campaigns
Expand existing usage
Convert developer adoption into enterprise value
Lead complex solution sales cycles
Identify customer pain points
Design tailored value propositions
Demonstrate ROI and impact
Orchestrate cross-functional engagement
Maximize customer outcomes
Track account progress
Forecast account progress
Report on account progress
Track pipeline health
Forecast pipeline health
Report on pipeline health
Track business results
Forecast business results
Report on business results
Be thought partner to accounts
Stay ahead of industry trends
Partner with stakeholders
Drive account strategy
Drive account expansion
How You'll Work.
Team & Collaboration
Pod structure; Principal Solutions Engineer; Field CTO; Customer Success; Product; Marketing
Communication Scope
Executive presentations; C-suite influence
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. The Opportunity We are looking for a Key Account Director to lead growth within a set of Postman’s most important enterprise accounts. This role is part of a new strategic go-to-market motion designed to deepen our engagement with large enterprises, expand our footprint, and deliver the full value of the Postman platform. You will be paired with a pod that includes a Principal Solutions Engineer and a Field CTO, forming a high-caliber account team focused on building long-term, value-based relationships. Together, you’ll engage senior technology leaders, uncover complex challenges, and drive adoption of Postman’s enterprise and platform solutions at scale. This is not a traditional “low-hanging fruit” sales role—this is about strategic account expansion, multi-threaded enterprise engagement, and solution selling. Location: This is a fully remote position. We are looking for someone in Canada who is able to travel to customers in their territory. What You’ll Do Own and grow a portfolio of strategic enterprise accounts (e.g., Fortune 500, cloud-first companies, large-scale developer organizations). Deeply engage with senior buyers—CI
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