Key Account Director at Postman in San Francisco, CA

Who Are We? Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster. The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman. P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman. The Opportunity 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. Location: This is a hybrid role. We are looking for someone based in the San Francisco Bay area who is able to visit customers in their territory and go into the office a few times a week. What You’ll Do 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. About You 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. Why Join Us 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. The reasonably estimated OTE for this role is $375,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. What Else? In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom. Our Values At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can. Equal opportunity Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.