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Postman is the world's leading API platform used by 45+ million developers and 500,000 organizations, including 98% of the Fortune 500. As an Account Executive for IT/ITES and Automotive verticals based in Pune, you will drive new enterprise revenue across one of India's densest clusters of software services and automotive technology companies.
You will own the complete sales cycle—prospecting, qualifying, and closing enterprise accounts at companies like Persistent Systems, KPIT, Tata Motors, and Mahindra & Mahindra. You'll engage both technical buyers (VP Engineering, Platform Architects, DevOps leads) and business buyers (CTO, CPO) with a compelling narrative about how Postman accelerates API development velocity, reduces integration risk, and positions organizations for an AI-first future.
Key responsibilities include: prospecting and closing new enterprise accounts within assigned territories with ACV of ₹50L–₹4Cr; building a self-sourced pipeline of 3–4x quarterly quota through outbound outreach, partner co-sell, and industry events; partnering with SDRs and Solutions Engineers on structured discovery and proof-of-value engagements; delivering compelling product demonstrations and executive presentations; maintaining accurate opportunity data and forecasting in Salesforce; meeting and exceeding quarterly and annual new ARR quota targets; collaborating with Customer Success on onboarding and expansion; representing Postman at trade shows and developer conferences; and staying current on the competitive landscape (Insomnia, SwaggerHub, Apigee, MuleSoft, Kong, Stoplight).
You bring 13–15 years of B2B technology sales experience with a proven track record in enterprise SaaS or developer tooling. You have documented history of new logo acquisition and consistent quota attainment at 100%+ over multiple consecutive years. You have experience selling to IT/ITES companies (TCS, Infosys, Wipro, HCL, Capgemini, LTIMindtree, Persistent, KPIT, Mphasis) or technology-intensive Automotive OEMs/suppliers. You are familiar with developer-focused or technical product sales—API tools, DevOps platforms, cloud-native infrastructure, testing, observability, or security tooling. You possess strong presentation and negotiation skills and can build consensus across technical and business stakeholders. You are proficient with CRM tools (Salesforce) and sales engagement platforms (Outreach, Salesloft, or equivalent). You are a self-starter with a hunter mentality, comfortable with ambiguity, and capable of driving pipeline generation independently.
Preferred qualifications include prior experience at a Product-Led Growth (PLG) company, familiarity with Postman Collections and API design workflows, experience with enterprise sales methodologies (MEDDIC, Challenger Sale, Command of the Message), and understanding of API-first architecture.
