Key Account Director

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. We help 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.

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 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.

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+ 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 to support 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.