Strategic Account Director

About Postman

Postman is recognized as the foremost API platform globally, embraced by over 45 million developers and 500,000 organizations, including nearly all Fortune 500 companies. The company simplifies every stage of the API lifecycle and enhances collaboration to empower users to build superior APIs more efficiently. Headquartered in San Francisco, Postman maintains offices worldwide including Boston, New York, Austin, Tokyo, London, and Bangalore. It is a privately held company backed by prominent venture capital firms.

Role Overview

The Strategic Account Director position is a key role focused on driving growth within major enterprise customers. This innovative role supports Postman's strategic market approach aimed at deepening relationships with large-scale enterprises, expanding the usage of Postman's platform, and delivering substantial client value. You will collaborate closely with a specialized team including a Principal Solutions Engineer and a Field CTO to engage top-level technology executives, identify complex organizational challenges, and promote widespread adoption of Postman's enterprise-grade API solutions. This role emphasizes complex, consultative selling and deep account penetration rather than simple transactional sales.

Primary Responsibilities

• Manage and expand a portfolio of major enterprise accounts, such as large cloud-first firms and extensive developer-centric organizations.
• Engage with senior leadership including CIOs, CTOs, and engineering and security VPs to position Postman as an essential platform partner.
• Lead multi-faceted sales initiatives to grow existing user bases comprising thousands, demonstrating the platform’s enterprise-scale benefits.
• Drive sophisticated solution selling involving collaboration tools, security features, API governance, and AI-driven workflows.
• Assess customer challenges and develop customized value propositions highlighting measurable return on investment and operational impact.
• Coordinate efforts across Customer Success, Product, and Marketing teams to optimize client satisfaction and outcomes.
• Maintain accurate tracking, forecasting, and reporting of account status, pipeline activities, and business outcomes.
• Serve as a strategic consultant to clients by staying informed on emerging industry trends such as agentic AI, automation in workflows, and cloud-native development practices.
• Collaborate with internal stakeholders to formulate and execute account strategies aimed at long-term growth.

Qualifications

• Minimum of 10 to 15 years experience in enterprise sales with a focus on strategic account management and expansion.
• Background in selling technical products including developer tools, SaaS, cloud infrastructure, or security solutions.
• Proven expertise in consultative selling, engaging senior technology executives to close multi-million dollar deals and growing enterprise accounts over extended periods.
• Experience managing sales cycles within large organizations featuring thousands of users and complex multi-stakeholder environments.

Additional Information

Postman supports a pay-for-performance compensation culture and offers a flexible working schedule within a collaborative team environment. Benefits include comprehensive medical coverage, flexible paid time off, wellness reimbursements, monthly meal stipends, and programs supporting mental and physical health. Frequent team-building activities and a donation matching program enhance community engagement and company culture. Currently, this role requires in-office presence five days a week in Singapore, emphasizing the value of in-person collaboration to foster knowledge sharing, communication, and trust. Postman is dedicated to an inclusive workplace that values transparent communication, curiosity, goal orientation, and equal contribution.

Equal Opportunity Statement

Postman is committed to equal employment opportunity and will consider qualified candidates regardless of race, color, religion, gender identity or expression, sexual orientation, national origin, age, disability, or veteran status. Recruitment from agencies is not accepted without an agreement.