Key Account Director
About the role
We are seeking a Key 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 large 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 in enterprise sales and account management.
- Experience with enterprise-level software and platforms.
- Strong understanding of API development and security.
- Excellent communication and negotiation skills.
- Ability to manage complex sales cycles and relationships.
- Experience with Salesforce or similar CRM systems.
Skills
- Strategic account management and expansion.
- Solution selling and multi-threaded sales campaigns.
- Customer relationship management and account planning.
- Enterprise-level software and platform expertise.
- Technical acumen and understanding of API development and security.
- Collaboration and teamwork.
- Leadership and influence.
- Industry trends and emerging technologies.
Benefits
Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Our wellness programs support physical and mental health, and our donation-matching program supports causes you care about. We also offer a competitive salary and equity package, and a flexible schedule working with a fun, collaborative team.
Pay
The reasonably estimated 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.
Schedule
In-office 5 days a week for all roles based out of our hubs 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.