Digital Native Account Executive

About the role

You own the full sales cycle for a targeted list of named accounts, driving end-to-end execution from initial prospecting through successful close and ongoing expansion. You operate with a strategic hunter mindset, building deep account penetration strategies that unlock multi-six and seven figure deal relationships over time. You partner cross-functionally with Sales Engineering, Customer Success, and Product teams to design and deliver tailored solutions that solve complex API challenges. You develop executive-level relationships with DevOps leaders, CIOs, and engineering decision-makers within your target accounts. You bring a consultative approach to sales, combining data-driven insights with stakeholder input to ensure strong adoption and expansion. You leverage account-based strategies to build momentum and accelerate enterprise adoption across the DevOps ecosystem. You consistently exceed your annual quota by generating pipeline, progressing deals, and driving account growth.

Key facts

What you'll do

Own the full sales cycle for named accounts, from prospecting through close and expansion.

Drive land-and-expand motions within strategic accounts to increase footprint and value.

Manage large deal sizes with the ability to close larger, strategic deals in complex environments.

Exceed an annual quota through consistent pipeline generation, deal progression, and account growth.

Partner cross-functionally with Sales Engineering, Customer Success, and Product teams to deliver tailored solutions.

Develop executive-level relationships with DevOps leaders, CIOs, and engineering decision-makers.

Bring a consultative approach to sales by combining data-driven insights with stakeholder input to ensure adoption and expansion.

Leverage account-based strategies to build momentum and accelerate enterprise adoption.

Serve as the primary Postman advocate within customer organizations, aligning internal stakeholders with platform capabilities.

Identify and pursue new opportunities within existing accounts to drive expansion and incremental growth.

Translate customer business objectives into Postman value propositions and roadmap alignment.

Maintain accurate and insightful pipeline reporting to support forecasting and strategic decision-making.

Engage in continuous learning of Postman product offerings and API industry trends to maintain thought leadership.

Act as a trusted advisor, guiding customers through transformation initiatives and long-term platform success.

Requirements

5+ years of closing experience in upper mid-market or low enterprise SaaS sales, as a top performer in hunting and closing net new logos.

Proven success selling into the DevOps ecosystem, including tools, platforms, or adjacent infrastructure environments.

Able to strategically map out contacts and buying centers to build pipeline and influence decision-makers.

Demonstrated ability to navigate complex, multi-threaded enterprise sales cycles involving multiple stakeholders.

Experience driving land-and-expand strategies with both mid-size and large accounts to maximize lifetime value.

Strong track record of exceeding quota and consistently delivering against or above target numbers.

Comfort presenting to technical stakeholders and executives alike with clarity and confidence.

Excellent storytelling, data-driven selling, and consultative sales skills that build trust and credibility.

Comfort operating in a fast-paced, high-growth environment while managing multiple priorities and deadlines.

Commitment to maintaining high standards of integrity, transparency, and collaboration in all customer interactions.

Willingness to travel regionally to meet key customers and attend company events as required.

Alignment with Postman's values of transparency, curiosity, and ownership in a collaborative team setting.

Practical notes

In office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, 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.