Enterprise Account Executive

Who Are We?

Postman is the world's leading collaboration platform for API development. Postman's features simplify each step of building an API & streamline collaboration to help create better APIs—faster. More than 30 million developers & 500,000 organizations worldwide use Postman today. After receiving Series D funding in 2021 & releasing our biggest & best version ever of Postman in September 2022, we continue to strive humbly towards our mission of 100 million connected developers & serving companies as they seek to innovate in an API-first world. 

P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture & our vision at Postman.

The Opportunity.

The Enterprise Account Executive will be responsible for driving sales revenue and managing relationships with a set of Enterprise accounts. This position contributes significantly to Postman’s business and revenue targets by developing and expanding our footprint within our largest and most strategic customer segment. This role is a quota-carrying sales position.

This is a unique opportunity to join the sales team at Postman. We are looking for passionate, energetic people to scale our Enterprise sales motion. The ideal candidate has personally driven significant sales growth at the ENT level.

What You'll Do.

• Given a portfolio of Enterprise organizations with some of our largest user bases, build a credible funnel for Postman Enterprise adoption
• Take ownership of the full sales cycle from lead to close
• Provide detailed weekly reports on progress
• Deliver small wins while building up to larger deployments
• Help educate customers on the value of Postman Enterprise throughout the evaluation and adoption cycle
• Navigate key decision makers to build Postman Enterprise awareness within organizations
• Be a great listener, identify customer needs and collaborate with Postman teammates to ensure customer success.
• Communicate and escalate issues appropriately including: billing, legal, security, on-boarding, and technical inquiries
• Collaborate and work with Solutions Engineering, Customer Success Managers, Leadership, etc. to build strategic adoption plans for customers in large accounts
• Provide recommendations based on customers’ business needs and usage patterns

About You.

• 5+ years of Account Executive experience
• Experience selling developer and/or technical products required
• Relevant sales experience preferably in an enterprise SaaS organization
• Strong experience managing a pipeline and closing large contracts
• Excellent communication skills both with customers and within an organization
• Proven negotiation and closing skills, as demonstrated by regularly exceeding sales targets while selling right-fit customers.
• Strong track record of navigating within Enterprise organizations
• Ability to develop senior level relationships quickly and effectively
• Experience presenting to senior managers and the C-suite
• Ability to manage multiple opportunities simultaneously at various stages of the buying process
• Takes an active interest in increasing customer satisfaction and deepening customer relationships
• You are a builder and you can speak to specific examples of sales processes you helped create and/or improve in the pas

Our Values

At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

What Else?

This is a remote role based in the United States and the reasonably estimated compensation ranges from $250,000-$290,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. In addition to our pay-on-performance philosophy, we offer a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Salaries will vary outside of the U.S.

Equal Opportunity

Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.

Postman will consider for employment qualified applicants with arrest and conviction records where directed under applicable law, such as pursuant to the San Francisco Fair Chance Ordinance.