Enterprise Account Executive

About Postman

Postman stands as the premier API platform globally, adopted by over 45 million developers and 500,000 organizations, including nearly all Fortune 500 companies. The company fosters an API-first world by streamlining the entire API lifecycle and enhancing collaboration, enabling users to develop superior APIs swiftly. Headquartered in San Francisco with offices worldwide including Bangalore, Postman is backed by prominent investors such as Battery Ventures and Nexus Venture Partners.

Role Overview

In the role of an Account Executive focusing on the IT and ITES sector, you will spearhead new enterprise revenue initiatives among India's leading IT services, digital engineering, SaaS, and tech consulting firms. This position involves managing the complete sales process, from generating prospects to closing contracts, while engaging both technical leaders and executive decision-makers.

Responsibilities

• Identify, qualify, and secure new enterprise accounts within assigned territories or named accounts across IT/ITES organizations.
• Manage the entire sales cycle including outbound prospecting, discovery, demos, proof-of-value, negotiations, and closing.
• Build and sustain a robust outbound-driven pipeline of three to four times quarterly quota through various channels including events and referrals.
• Develop relationships with technical roles such as VP Engineering, Platform Architects, and DevOps leaders.
• Engage executives including CTOs, CIOs, CPOs, and digital transformation heads.
• Collaborate with Sales Development Representatives and Solutions Engineers to conduct discovery sessions and demonstrate business value tailored to customer needs.
• Present product demonstrations and executive-level presentations emphasizing Postman’s improvements in developer productivity, API governance, automation, and AI readiness.
• Maintain meticulous opportunity tracking, forecasting, and pipeline management using Salesforce.
• Consistently achieve or surpass quarterly and annual new Annual Recurring Revenue (ARR) targets.
• Work alongside Customer Success teams to ensure smooth onboarding and identify expansion chances after the sale.
• Represent Postman at industry events, conferences, and within developer communities.
• Stay updated on industry trends and competitive products in API management, developer tools, DevOps, cloud technologies, and AI platforms.

Required Qualifications

• 13 to 15 years of B2B technology sales experience with a proven record in enterprise SaaS, developer tools, cloud, or platform software.
• Demonstrated ability to acquire new logos and consistently meet or exceed sales targets over multiple years.
• Experience selling within IT/ITES firms such as TCS, Infosys, Wipro, HCLTech, and similar large enterprises.
• Strong knowledge of software buying processes and stakeholder management.
• Familiarity engaging engineering, platform, infrastructure, cloud, DevOps, and product teams.
• Excellent presentation, negotiation, and executive communication skills.
• Capability to handle complex multi-stakeholder enterprise sales cycles.
• Proficiency with Salesforce and current sales engagement technologies.
• Self-motivated with a proactive hunter mindset for pipeline generation and closing deals.

Preferred Qualifications

• Established network in IT services, digital engineering, GCCs, SaaS, and consulting firms in Delhi NCR and North India.
• Background in Product-Led Growth (PLG) firms.
• Familiarity with Postman or similar developer-centric platforms.
• Experience selling solutions that improve developer productivity, DevOps, cloud-native, API management, observability, testing, or security.
• Use of enterprise sales methodologies like MEDDIC, Challenger Sale, or Command of the Message.
• Understanding API-first architectures, microservices, cloud-native development, and enterprise AI adoption.

Additional Information

Postman encourages a performance-based compensation approach and offers a flexible work schedule within a collaborative team environment. Benefits include comprehensive medical coverage, flexible paid time off, wellness reimbursements, monthly lunch stipends, wellness programs, team-building activities, and a donation matching program. The company emphasizes in-person collaboration, with Bangalore employees currently expected in-office three days a week, transitioning to five days weekly by year-end. The work culture is inclusive, values transparency, honest communication, goal-oriented efforts, and equal importance of all team members.

Equal Opportunity Statement

Postman is committed to providing equal employment opportunities without discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, veteran or disability status. The company does not accept unsolicited resumes from recruiters or agencies without prior agreements.