Head of Enterprise Sales, Postman
West
More information about location
3+ 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
More information about location
3+ 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
- Action-Oriented Operator: You lead from the front—coaching in deals, removing blockers, and setting a high bar for execution
- Enterprise Seller at Heart: Comfortable in complex, 7- and 8-figure negotiations with multi-stakeholder buying groups
- Strategic & Analytical: You translate PLG signals and product telemetry into territory plans and expansion plays
- World-Class Communicator: Executive-ready in the boardroom; crisp, persuasive, and data-driven
- Culture Carrier: You model urgency, ownership, and customer obsession—and build inclusive, high-trust teams
- 12+ years in enterprise SaaS sales with 5+ years in leadership (managing managers preferred) at high-growth companies
- Expertise with developer tools / API platforms and value drivers like governance, security, reliability, and productivity
- Proven track record leading a West-region or equivalent enterprise territory to ≥100%+ attainment across new and expansion ARR
- Experience selling developer tools into digital-native companies a plus
- Demonstrated success closing multi-year, multi-product platform deals with CIO/CTO/CISO/VP Eng buyers and complex procurement/legal processes
- Methodology fluency (e.g., MEDDICC, Challenger) and a rigorous operating cadence for pipeline quality, stage exit criteria, and forecast discipline
- Experience converting PLG/land-and-expand usage into enterprise standards; skilled at multi-threading and executive alignment
- Strong partnership chops with Solutions Engineering and Customer Success to drive expansion, adoption, and value realization
- Excellent people leadership: hiring, coaching, and scaling organizations with a metrics-driven, inclusive culture
- Willingness to travel across the West region for customer meetings and team events
What the job involves
- Postman is seeking a proven, hands-on Head of Enterprise Sales (West) to lead our enterprise new business and expansion motion across the Western U.S
- This leader will own the regional strategy, execution, and performance for our largest customers and prospects—driving platform adoption, multi-year commitments, and meaningful expansion across lines of business
- You’ll build and scale a high-performing team of Regional Directors/Managers and Enterprise Account Executives, partner closely with Solutions Engineering, Customer Success, Marketing, and Alliances, and operate with rigor in pipeline generation, forecast accuracy, and deal execution
- Reports to: CRO
- Own the West GTM & Plan: Define territory strategy and coverage for key West markets. Establish annual/quarterly goals, quota allocation, and operating rhythm
- Hit the Number: Drive consistent attainment of new ARR, expansion, and retention targets; maintain disciplined pipeline coverage, forecast accuracy, and win rates
- Build & Lead a High-Caliber Team: Hire, develop, and retain second-line and first-line leaders plus top-tier Enterprise AEs; establish a culture of coaching, accountability, and “inspect what you expect.”
- Deal Leadership: Personally engage on top strategic opportunities—multi-year, multi-LOB platform consolidations; navigate complex procurement, security, and legal cycles; multi-thread to CIO/CTO/CISO/VP Eng
- Land, Expand, Standardize: Partner with CS and Product to convert grassroots/PLG usage into enterprise standards, drive seat and workspace expansion, and introduce governance & security modules
- Operational Excellence: Implement rigorous methodologies, stage definitions, and exit criteria; instrument dashboards for pipeline quality, cycle times, and conversion
- Cross-Functional Alignment: Work tightly with Solutions Engineering, Field Marketing/ABM, RevOps, and Alliances (incl. AWS co-sell and marketplace) to accelerate deals and remove friction
- Executive Evangelism: Represent Postman with West-region enterprise executives and at key industry events; communicate a crisp API-first platform narrative and compelling ROI
- Partner & Channel Leverage: Collaborate with the Alliances/Channel teams to amplify reach via AWS Marketplace, GSI/RSI relationships, and strategic technology partners where it accelerates enterprise deals
- Continuous Improvement: Analyze territory performance, refine messaging and plays by vertical (, and codify best practices
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
(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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