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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. The company is seeking a Key Account Director to lead growth within strategic enterprise accounts as part of a new go-to-market motion designed to deepen engagement with large enterprises and expand platform adoption.
You will own and grow a portfolio of strategic enterprise accounts (Fortune 500, cloud-first companies, large-scale developer organizations) and deeply engage with senior buyers including CIOs, CTOs, VPs of Engineering, Platform, and Security. The role involves driving multi-threaded sales campaigns that expand existing usage and convert massive developer adoption (tens of thousands of users) into enterprise-wide value.
Key responsibilities include leading complex solution sales cycles across collaboration, security, API governance, and AI-enabled workflows; identifying customer pain points and designing tailored value propositions demonstrating ROI at scale; orchestrating cross-functional engagement with Customer Success, Product, and Marketing; tracking and forecasting account progress and pipeline health; and serving as a thought partner on industry trends like agentic AI, workflow automation, and cloud-native development.
You will be paired with a pod including a Principal Solutions Engineer and Field CTO, forming a high-caliber account team focused on building long-term, value-based relationships. This is strategic account expansion and solution selling, not transactional sales.
Required qualifications: 10–15 years of enterprise sales experience with proven track record in strategic account management and expansion; experience selling technical and platform products (developer tools, SaaS, cloud infrastructure, security); demonstrated success in solution selling with senior technology leaders and multi-million dollar expansion deals; ability to navigate large complex organizations with thousands of users and multiple stakeholders; collaborative mindset with experience working closely with technical teams; deep understanding of enterprise buyer personas; curiosity about emerging technologies, particularly AI/agentic AI; and strong executive presence with C-suite influence capability.
