Mid-Market Account Executive

About the role

The Mid-Market Account Executive owns the end-to-end sales cycle for a specific portfolio of approximately 100 mid-market accounts within a designated territory. This role is responsible for driving strategic growth and accelerating the adoption of the Postman Enterprise Suite among established and prospective customers. You will act as the primary business owner for your accounts, identifying new opportunities and expanding footprint across the organization. The position requires a proactive approach to building executive-level relationships that are grounded in trust and mutual business value. You will leverage deep product knowledge to articulate how the Postman platform solves complex enterprise challenges. Success in this role is defined by consistent quota attainment and the ability to forecast pipeline accurately. You are expected to collaborate cross-functionally to ensure every customer interaction results in a seamless and successful experience. Ultimately, this role shapes the revenue trajectory for the mid-market segment through disciplined execution and strategic insight.

Key facts

What you'll do

• Oversee the complete sales cycle, starting from initial outreach to the finalization of contracts.
• Create and implement a strategic territory plan aimed at increasing the use of Postman within designated accounts.
• Collaborate with Sales Development representatives to generate new outbound sales leads.
• Provide potential customers with insights into the benefits and features of the Postman Enterprise platform.
• Identify and engage with key decision-makers, fostering strong relationships across various levels of the organization.
• Analyze customer data and usage trends to deliver customized product recommendations that meet specific needs.
• Work closely with internal departments, including legal, billing, security, and technical onboarding, to ensure a smooth customer experience.
• Maintain precise sales forecasts and keep detailed documentation of the sales pipeline.
• Partner with Solutions Engineering, Customer Success, and leadership teams to facilitate account growth and customer satisfaction.
• Conduct regular follow-ups with clients to ensure ongoing engagement and address any concerns or questions.
• Participate in training sessions to stay updated on product features and industry trends, enhancing your sales approach.
• Attend industry events and networking opportunities to represent Postman and expand your professional connections.

Requirements

• A minimum of 3 to 5 years of experience in acquiring and closing new business opportunities.
• A solid track record in Enterprise SaaS sales, demonstrating a deep understanding of the market.
• Experience in selling products that are technical or geared towards developers is essential.
• Proven ability to navigate complex organizational structures and engage with senior management or C-suite executives.
• A history of consistently surpassing sales targets and achieving business objectives.
• Competence in managing multiple sales opportunities concurrently, ensuring timely follow-ups and progress tracking.
• Strong analytical skills to assess customer needs and market trends effectively.

Nice to have

• Familiarity with API technologies and the developer ecosystem.
• Experience in working with CRM software and sales enablement tools.
• Background in a startup or fast-paced environment, showcasing adaptability and resilience.
• Knowledge of competitive landscape and market dynamics in the SaaS industry.
• Previous experience in a customer-facing role that required technical communication skills.

Skills & tools

• Proficient in outbound prospecting and generating a sales pipeline.
• Expertise in strategic account planning and execution.
• Strong negotiation skills with a focus on closing deals effectively.
• Excellent technical communication abilities, enabling effective relationship management with clients.
• Familiarity with sales analytics tools to track performance and forecast sales outcomes.

Practical notes

Postman offers a comprehensive benefits package that includes full medical coverage, flexible paid time off, wellness reimbursement, and a monthly lunch stipend. Additionally, we have a donation-matching program and regularly organize team-building events to foster a collaborative work environment. Postman is committed to being an Equal Employment Opportunity and Affirmative Action Employer. We do not accept unsolicited resumes from recruitment agencies or headhunters. If you are about technology and sales, and you thrive in a collaborative environment, we encourage you to apply and join our team in driving innovation in the API space.