Key Account Director

About the role

We are seeking a Strategic Account Director to lead growth within a select group of Postman’s most significant enterprise accounts. This role is part of a new strategic go-to-market initiative aimed at deepening our engagement with major enterprises, expanding our market presence, and maximizing the value of the Postman platform.

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 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.

Qualifications

• Proven track record of success in enterprise sales and account management.
• Experience with enterprise-level software and platforms.
• Excellent communication and interpersonal skills.
• Ability to manage multiple projects and priorities simultaneously.
• Strong analytical and problem-solving skills.
• Passion for technology and innovation.

Skills

• Strategic account management and expansion.
• Solution selling and multi-threaded sales campaigns.
• Customer engagement and relationship building.
• Complex solution sales cycles.
• Enterprise buyer persona understanding.
• Emerging technology knowledge and application.
• Executive presence and influence.

Benefits

• Comprehensive benefits package including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend.
• Wellness programs to support physical and mental health.
• Frequent and fascinating team-building events to foster connection.
• Donation-matching program to support personal interests.
• Inclusive work culture ensuring equal value for all team members.
• Flexible work schedule with options to work remotely.

Pay

The reasonably estimated OTE for this role is $370,000-$410,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

Schedule

Postman offers a flexible schedule working with a fun, collaborative team. Employees based in San Francisco Bay Area, Boston, Austin, New York City, Tokyo, and London work 5 days a week. For roles based in Bangalore, employees currently work 3 days a week and will transition to 5 days per week by the end of the year.