Account Executive

About the Company

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, where it was founded. Postman is privately held, backed by investors including Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners.

About Fern

Fern is building the enterprise agent layer for APIs and is backed by Postman. We leverage Postman’s platform, used by over 40 million developers and 98% of the Fortune 500, to deliver structured context, strongly typed interfaces, and deterministic contracts for APIs consumed by both developers and AI agents. Fern’s products include:

• Documentation that organizes technical knowledge into structured, agent-readable context
• SDKs providing strongly typed, production-ready interfaces across major programming languages
• CLI tooling for direct API interaction from developer and agent workflows
• MCP servers offering a standardized way for AI agents 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, guiding 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 through strong 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 communication skills to earn trust with both engineers and executives.
• A builder mentality with a desire to help define go-to-market strategy rather than execute an established process.
• Comfort 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 API design, documentation, testing, and consumption, with the 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 for supported causes

Schedule

This role is based in-office 5 days a week for hubs in the 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, transitioning to five days per week by the end of the year.