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 build an API‑first world by simplifying each step of the API lifecycle and streamlining collaboration, enabling users to create better APIs faster. The Opportunity 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. 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 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. 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 In addition to a pay‑on‑performance philosophy and a flexible schedule, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. We also provide wellness programs, team‑building events, donation‑matching, and an inclusive culture. Postman requires in‑person collaboration. For roles based in San Francisco Bay Area, Boston, Austin, New York City, Tokyo, and London, employees are expected to work in the office five days a week. For Bangalore, employees currently work three days in the office and will transition to five by year‑end. Equal Opportunity Postman is an Equal Employment Opportunity and Affimative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or perception, national origin, age, marital status, protected veteran status, or disability status. #J-18808-Ljbffr