Mid-Market Account Executive

The Opportunity

Each Mid Market Account Executive has a territory of about 100 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working with Sales Development representatives, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. 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.

• 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!

• A top performer with 3‑5 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 $180,000 to $230,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate’s skills, qualifications, and experience.

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

We’re building a long‑term company with an inclusive culture where everyone can be their best selves.

At Postman, we create with the same curiosity we see in our users. We value transparency and honest communication about both successes and failures. In our work we focus on specific goals that add up to a larger vision. Our inclusive culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

Postman is an Equal Employment Opportunity and affirmative action employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter or agency resumes.

Postman will not pay fees to any third‑party agency or company that does not have a signed agreement with Postman.