Note: The job is a remote job and is open to candidates in USA. Postman is the world’s leading API platform, used by over 45 million developers globally. They are seeking a Key Account Director to lead growth within strategic enterprise accounts, focusing on deep engagement and solution selling to expand their market presence.
Responsibilities
- 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
Skills
- 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
Benefits
- A competitive equity package
- Full medical coverage
- Flexible PTO
- Wellness reimbursement
- A monthly lunch stipend
- Wellness programs will help you stay in the best of your physical and mental health
- Frequent and fascinating team-building events
- Donation-matching program can support the causes you care about
Company Overview
Postman is a software company that offers a platform for the users to design, develop, test, and organize custom APIs. It was founded in 2014, and is headquartered in San Francisco, California, USA, with a workforce of 501-1000 employees. Its website is https://www.postman.com.