Key Account Director

📋 Description

• Own and grow strategic enterprise accounts (Fortune 500, cloud-first).
• Engage with senior buyers (CIOs/CTOs/VPs) to position Postman.
• Drive multi-threaded campaigns to expand usage and enterprise value.
• Lead complex solution sales across collaboration, security, API governance, and AI workflows.
• Identify customer pain points and design tailored ROI value at scale.
• Orchestrate cross-functional engagement with CS, Product, and Marketing.
• Track, forecast, and report on account progress and pipeline.
• Be a thought partner, stay ahead on agentic AI and cloud-native trends.
• Partner with stakeholders to drive account strategy and expansion.

🎯 Requirements

• 10–15 years of enterprise sales experience.
• Experience selling technical platform products (developer tools, SaaS, cloud, security).
• Demonstrated success in solution selling with senior tech leaders and multi-million expansion deals.
• History of long sales cycles and growing accounts over time.
• Ability to navigate large, complex organizations with thousands of users and multiple stakeholders.
• Collaborative mindset with experience working closely with technical teams (solutions engineers, architects, CTOs).
• Deep understanding of enterprise buyer personas (security, collaboration, platform, developer productivity).
• Curiosity about emerging technologies, especially AI/agentic AI, and how they automate workflows.
• Strong executive presence, relationship-building skills, and the ability to influence at the C-suite level.

🎁 Benefits

• Full medical coverage
• Flexible PTO
• Wellness reimbursement
• Monthly lunch stipend
• Wellness programs for physical and mental health
• Donation-matching program
• In-office collaboration at hubs (SF Bay Area, Boston, Austin, Tokyo, London)