Account Executive, IT/ITES & Automotive, Pune

About the role

In this position, you will own the end-to-end sales process for strategic accounts located in the Pune region and surrounding metros. You will act as the primary revenue driver for the IT/ITES and automotive verticals, directly impacting the company's growth objectives in these sectors. This role requires you to identify, engage, and convert high-value opportunities with organizations that rely on robust technology infrastructures. You will be responsible for building trusted relationships with key decision-makers, from technical practitioners to executive sponsors. Success in this role hinges on your ability to translate complex product capabilities into clear business value for the customer. You will leverage your expertise to navigate long sales cycles and secure enterprise contracts that drive sustainable recurring revenue. Ultimately, you will be the main point of contact who ensures the customer journey is smooth, consultative, and results-oriented.

Key facts

What you'll do

Manage the full sales lifecycle, including outbound prospecting, deep discovery sessions, compelling product demonstrations, rigorous proof of concept validation, and tough commercial negotiations.

Target enterprise deals with a defined Annual Contract Value (ACV) between ₹50L and ₹4Cr, ensuring each opportunity meets strict financial thresholds.

Maintain a robust sales pipeline that is three to four times your quarterly quota, utilizing outbound prospecting, strategic partner co-selling, and active participation in industry events.

Build and nurture relationships with technical stakeholders such as DevOps leads and Platform Architects, while simultaneously engaging executive buyers like Chief Technology Officers and Chief Product Officers.

Collaborate closely with Sales Development Representatives and Solutions Engineers to design and execute discovery workshops and proof-of-value initiatives that de-risk the sale.

Manage all customer data, forecasting accuracy, and pipeline hygiene within Salesforce to ensure transparency and predictability for the business.

Act as the primary company representative at major regional industry events such as PyCon India, DockerCon, and API World to build brand awareness and generate leads.

Analyze and monitor the competitive landscape, including tools like Insomnia, SwaggerHub, Apigee, MuleSoft, Kong, and Stoplight, to position Postman effectively.

Champion the adoption of API-first strategies by working alongside technical teams to highlight how Postman integrates into existing workflows.

Own the entire deal cycle from initial contact through to contract signing, ensuring compliance with internal processes and customer expectations.

Requirements

Possess 13 to 15 years of total B2B technology sales experience, with a proven track record in enterprise SaaS or developer tooling environments.

Demonstrate a documented history of new logo acquisition and the consistent achievement of 100% or more of your sales quota over multiple consecutive years.

Bring specific experience selling to IT/ITES firms or technology-focused automotive suppliers and original equipment manufacturers (OEMs).

Show familiarity with selling developer-focused products, including API tools, cloud-native infrastructure, testing platforms, and observability solutions.

Be proficient with Salesforce CRM and sales engagement platforms such as Outreach or Salesloft to manage complex sales activities.

Hold the ability to travel approximately 20% across key metro cities including Pune, Mumbai, and others as required by client needs.

Commit to working full-time in a hybrid model that balances in-office collaboration with remote flexibility.

Understand the importance of maintaining an inclusive work culture and adhering to Postman's policies on equal employment and affirmative action.

Nice to have

Have direct experience in Product-Led Growth (PLG) environments where the product itself drives adoption and expansion.

Possess familiarity with Postman, Postman Collections, and active participation in API design workflows.

Apply knowledge of enterprise sales methodologies such as MEDDIC, Challenger Sale, or Command of the Message to complex B2B scenarios.

Demonstrate an understanding of API-first architecture, microservices design patterns, and AI-native API strategies.

Leverage an existing professional network within the Pune and Maharashtra IT and automotive sectors to accelerate deal velocity.

Practical notes

This role operates on a hybrid schedule with defined expectations for in-office collaboration.

Travel is an essential component of the position, requiring approximately 20% movement across major Indian metros.

Unsolicited resumes from headhunters or agencies will not be accepted, and the company reserves the right to filter such applications accordingly.

Postman is an Equal Employment Opportunity and Affirmative Action Employer, welcoming diverse talent.

Benefits include comprehensive medical coverage, flexible paid time off, wellness reimbursement, a monthly lunch stipend, and a donation-matching program.

The selection process will assess both technical acumen and the ability to engage enterprise stakeholders at the highest level.

You will be expected to adhere to strict data privacy and security standards in all client interactions.

This position is contingent upon meeting the outlined experience and performance criteria as defined in the job description.

Success in this role requires resilience, discipline, and the ability to manage multiple priorities in a fast-paced enterprise environment.