Key Account Director

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, where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners.

About the Role

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 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.

This is a fully remote role.

Responsibilities

• 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.

Requirements

• 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 sales 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.

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.

Postman is building a long-term company with an inclusive culture where everyone can be the best version of themselves. In-office collaboration is valued: roles based in San Francisco Bay Area, Boston, Austin, New York City, Tokyo, and London require 5 days a week in the office. Roles in Bangalore currently require 3 days a week in the office, transitioning to 5 days per week by the end of the year.

Pay

The reasonably estimated on-target earnings (OTE) for this role is $350,000–$420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.