Account Executive

About Us

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 simplifies each step of the API lifecycle and streamlines collaboration, enabling users to create better APIs faster. The company is headquartered in San Francisco with offices in Boston, New York, Austin, Tokyo, London, and Bangalore.

About Fern

Fern is building the enterprise agent layer for APIs and is backed by Postman. We operate with the focus, speed, and ownership of a startup while benefiting from Postman’s enterprise reach, distribution, and API ecosystem. As AI agents increasingly become the primary consumers of APIs, companies need structured context, strongly typed interfaces, deterministic contracts, and reliable tools for discovering and executing API functionality. Fern helps enterprises make their APIs accessible to both developers and agents through four connected product surfaces:

• Documentation that organizes technical knowledge into structured, agent-readable context
• SDKs that provide strongly typed, production-ready interfaces across major programming languages
• CLI tooling that allows developers and agents to interact with APIs directly from their workflows
• MCP servers that give AI agents a standardized way to discover and use API capabilities

About the Role

As an Account Executive, you will partner directly with engineering and platform leaders to modernize how their APIs are consumed by developers and AI agents. You will run consultative, technically rigorous enterprise sales cycles that guide customers through hands-on evaluations of Fern’s documentation, SDK, CLI, and MCP products. You will help prospects understand how Fern can improve developer experience, establish API governance, and create an agent-ready interface for their platform.

Responsibilities

• Own the full sales cycle: source opportunities, run discovery, coordinate technical validation, navigate procurement, and close business. Partner closely with Sales Engineering to build tailored demonstrations and guide customers through detailed product evaluations.
• Sell to technical and executive stakeholders, including VPs of Engineering, Platform and Infrastructure leaders, Staff Engineers, Developer Experience teams, and technical executives. Discuss API architecture, SDK quality, CI/CD workflows, documentation systems, MCP, and long-term maintainability.
• Drive consultative enterprise deals. Help organizations quantify the operational and commercial impact of improving API adoption, reducing integration friction, and making their platform agent-ready.
• Navigate complex organizations. Build alignment across engineering, product, security, procurement, and executive leadership. Manage multi-threading, clear business cases, and disciplined control of the evaluation process.

Requirements

• 4+ years of B2B SaaS sales experience, owning opportunities from prospecting through close.
• Experience closing $30,000–$500,000+ ACV deals and managing complex, multi-stakeholder sales processes.
• Clear written and verbal communicator who can earn trust with both engineers and executives.
• Builder mentality; desire to help define go-to-market strategy rather than simply execute an established process.
• Comfortable operating in a fast-moving environment with significant ownership and limited bureaucracy.
• Experience selling developer tools, API infrastructure, data infrastructure, cloud platforms, or other technical enterprise products.
• Understanding of how APIs are designed, documented, tested, and consumed. Ability to discuss SDKs, GitHub workflows, CI/CD systems, CLIs, and MCP.

Pay

The reasonably estimated compensation range for this role is $200,000 to $300,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

Benefits

• Full medical coverage
• Flexible PTO
• Wellness reimbursement
• Monthly lunch stipend
• Wellness programs for physical and mental health
• Frequent team-building events
• Donation-matching program

Schedule

In-office 5 days a week for roles based 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.