Key Account Director, Postman
$350-420k
OTE
Plus a competitive equity package
5+ days a week in office
Collaboration platform for API development
Be an early applicant
Collaboration platform for API development
1001+ employees
Be an early applicant
$350-420k
OTE
Plus a competitive equity package
5+ days a week in office
1001+ employees
Company mission
To simplify each step of building an API and streamline collaboration to help create better APIs—faster.
Role
Who you are
- 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
What the job involves
- 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
- 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
- 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
Our take
Postman is a SaaS collaboration platform designed to streamline API development teams. APIs serve as the backbone for communication and data sharing across numerous applications, playing a pivotal role in today's device-centric landscape. The platform offers tools for testing, version control, and documentation, ensuring the efficient production of APIs.
Initially founded in Bangalore, Postman has since relocated its headquarters to San Francisco. With a prestigious clientele including X, Shopify, and Intuit, the platform boasts over 15M developers worldwide. Postman actively engages with the API developer community through various initiatives, such as hosting hackathons with enticing cash prizes.
The growing reliance on APIs to fuel digital transformation, compounded by the widespread shift to remote work and digitalization, underscores their critical importance. Moreover, the sensitive nature of APIs, given the data they transmit and the potential security risks, accentuates the need for robust development practices. Hence, Postman has thrived as companies seek to develop secure APIs efficiently to meet evolving demands.
Steph
Company Specialist at Welcome to the Jungle
Insights
51% employee growth in 12 months
Company
Company benefits
- Health care: Based on where you're located and the plans available there, you can have up to 100% of your and your family's premium costs covered by Postman, or receive a generous monthly allowance to supplement existing medical coverage
- Unlimited PTO: All full-time Postman employees have unlimited paid time off (PTO). We strongly encourage everyone to exercise this benefit to ensure that personal and work lives remain well-balanced, healthy, and fully charged. Your body, mind, spirit, and loved ones will appreciate it!
- Supporting healthy meals: We want to ensure you eat healthy each day. It's why we provide a taxable monthly stipend so that you can be nourished throughout the week
- Play well, be well: We're serious about your wellness. Whether it's a boxing club membership, hula classes, or a longboard, we're here to cheer you on to get out and get moving. We'll reimburse you for activities and items that bring you joy through our wellness and fitness program
- A room with a view: We want you set up for success! To help make your home office comfortable, we'll provide a one-time reimbursement for your office set-up and headphones. Internet and phone costs are also reimbursable on a monthly basis
- Career development: We support your career development by providing access to unlimited courses on Udemy and a book allowance. Enhance and uplevel your skills, and even learn something completely new!
Company HQ
Financial District, San Francisco, CA
Leadership
Abhinav Asthana
(Founder & CEO)They began their career as CTO of BITS360, which they co-founded in 2007, before co-founding Grayscale Design and TeliportMe. They used this entrepreneurial experience to co-found Postman in October 2014, aiming to simplify API development.
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