Key Account Director

Навыки

• API (интеграции)
• Nexus / Artifactory
• Customer Success
• Работа с ключевыми клиентами
• Лидерство
• Маркетинговая стратегия
• ROI / ROMI / ROAS

О компании и продукте

• 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.

Задачи

• 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—CIOs, CTOs, VPs of Engineering, Platform, Security, and Collaboration—to position Postman as a critical platform solution
• Drive multi-threaded sales campaigns that expand existing usage and convert massive developer adoption (tens of thousands of users) into enterprise-wide value
• Lead complex solution sales cycles across collaboration, security, API governance, and emerging AI-enabled workflows
• Identify customer pain points and design tailored value propositions that demonstrate ROI and impact at scale
• Orchestrate cross-functional engagement with Customer Success, Product, and Marketing to maximize customer outcomes
• Track, forecast, and report on account progress, pipeline health, and business results
• Be a thought partner to your accounts, staying ahead of industry trends like agentic AI, workflow automation, and cloud-native development
• Partner with relevant stakeholders to drive account strategy and expansion
• Who Are We?

Требования

• 10–15 years of enterprise sales experience, with a proven track record in strategic account management and expansion
• Experience selling technical and platform products (developer tools, SaaS platforms, cloud infrastructure, or security solutions)
• Demonstrated success in solution selling—engaging with senior technology leaders and driving multi-million dollar expansion deals
• History of working long cycles and successfully growing accounts over time
• Ability to navigate large, complex organizations with thousands of users and multiple stakeholders
• Collaborative mindset with experience working closely with technical teams (solutions engineers, architects, CTOs)
• Deep understanding of enterprise buyer personas (security, collaboration, platform, developer productivity)
• Curiosity and fluency in emerging technologies, particularly AI/agentic AI, and how they can automate workflows and deliver customer value
• Strong executive presence, relationship-building skills, and the ability to influence at the C-suite level
• Why Join Us
• Be part of an innovative sales model at one of the fastest-growing developer platforms in the world
• Partner with world-class colleagues in a pod structure designed to maximize customer impact
• Work with some of the largest and most innovative technology companies on the planet
• Play a key role in shaping how Postman goes deeper into enterprise accounts and accelerates platform adoption
• What Else?
• 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 value in person collaboration
• We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo and London
• For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year
• We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers
• The benefits of our in office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom

Условия

• 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
• 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

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