Commercial Account Executive

Who Are We?

Postman is the world's leading API platform, used by more than 40 million developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration-enabling users to create better APIs, faster.

The company is headquartered in San Francisco and has offices in Boston, New York, and Bangalore - where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at  or connect with Postman on X via @get postman.

P.S:
We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

The Opportunity

Each Commercial Account Executive has a territory of around 400 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts with fewer than 1000 employees, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. You'll work directly with technical founders, developers, and platform teams to help them adopt Postman and unlock better ways to build, test, and scale APIs.

This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.

What You'll Do

* Take ownership of the full sales cycle from prospecting to closure

* Build a strategic plan for your territory

* Create and manage sales sourced outbound opportunities

* Execute a land and expand sales strategy to drive widespread adoption and larger deployments

* Educate customers on the value of Postman throughout the evaluation and adoption cycle

* Navigate key decision makers to build Postman Enterprise awareness within organizations

* Leverage data to understand your customers and prospects to gain insight into their business challenges

* Provide recommendations based on customers' business needs and usage patterns

* Identify customer needs and collaborate with Postman teammates to ensure long term customer success

* Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries

* Provide a detailed and accurate forecast

* Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts

* Be a great listener!

About You

* A top performer with 2-3 years experience hunting and closing net new logos

* Experienced with creatively sourcing pipeline outside of inbound lead flow

* Able to strategically map out and break into accounts

* Relevant sales experience in an Enterprise SaaS organization

* Experience selling developer and/or technical products

* Excellent communication skills both with customers and within an organization

* Proven negotiation and closing skills, as demonstrated by regularly exceeding sales targets while selling right-fit customers.

* Strong track record of navigating organizations

* Ability to develop senior level relationships quickly and effectively

* Experience presenting to senior managers and the C-suite

* Ability to manage multiple opportunities simultaneously at various stages of the buying process

* Takes an active interest in increasing customer satisfaction and deepening customer relationships

The reasonably estimated compensation range for the role is $137,000 to $170,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

What Else?

In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about.

We're building a long-term company with an inclusive culture where everyone can be the best version of themselves.

At Postman, we embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Bangalore, Hyderabad, London, and New York, employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibility and collaboration and grounded in feedback from our workforce, leadership team, and peers.

The benefits of our hybrid office model will be shared knowledge, brainstorming sessions, communication, and…