Key Account Director Los Angeles, California, United States

Postman is the world’s leading API platform used by over 45 million developers and 500,000 organizations, including 98 % of the Fortune 500. The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore. 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. What You’ll Do 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. About You 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. Why Join Us Be part of an innovative sales model at one of the fastest‑growing developer platforms in the world. Partner with world‑class colleagues in a pod structure designed to maximize customer impact. Work with some of the largest and most innovative technology companies on the planet. Play a key role in shaping how Postman goes deeper into enterprise accounts and accelerates platform adoption. Compensation 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. Benefits Full medical coverage. Flexible PTO. Wellness reimbursement. Monthly lunch stipend. Wellness programs to support physical and mental health. Donation‑matching program for causes you care about. Inclusive culture that values everyone as the best version of themselves. Equal Opportunity Postman is an Equal Employment Opportunity and Aff…? 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. #J-18808-Ljbffr Postman