Key Account Director

We are looking for a Key Account Director to lead growth within a set of Postman's most important enterprise accounts. This role is part of a new strategic go-to-market motion designed to deepen our engagement with large enterprises, expand our footprint, and deliver the full value of the Postman platform.

You will be paired with a pod that includes a Principal Solutions Engineer and a Field CTO, forming a high-caliber account team focused on building long-term, value-based relationships. Together, you'll engage senior technology leaders, uncover complex challenges, and drive adoption of Postman's enterprise and platform solutions at scale.

This is not a traditional "low-hanging fruit" sales role-this is about strategic account expansion, multi-threaded enterprise engagement, and solution selling.

- Own and grow a portfolio of strategic enterprise accounts (e.g., Fortune 500, cloud-first companies, large-scale developer organizations).

- Deeply engage with senior buyers-CIOs, CTOs, VPs of Engineering, Platform, Security, and Collaboration-to position Postman as a critical platform solution.

- Drive multi-threaded sales campaigns that expand existing usage and convert massive developer adoption (tens of thousands of users) into enterprise-wide value.

- Lead complex solution sales cycles across collaboration, security, API governance, and emerging AI-enabled workflows.

- Identify customer pain points and design tailored value propositions that demonstrate ROI and impact at scale.

- Orchestrate cross-functional engagement with Customer Success, Product, and Marketing to maximize customer outcomes.

- Track, forecast, and report on account progress, pipeline health, and business results.

- Be a thought partner to your accounts, staying ahead of industry trends like agentic AI, workflow automation, and cloud-native development.

- Partner with relevant stakeholders to drive account strategy and expansion.

- 10-15 years of enterprise sales experience, with a proven track record in strategic account management and expansion.

- Experience selling technical and platform products (developer tools, SaaS platforms, cloud infrastructure, or security solutions).

- Demonstrated success in solution selling-engaging with senior technology leaders and driving multi-million dollar expansion deals.

- History of working long cycles and successfully 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 and fluency in emerging technologies, particularly AI/agentic AI, and how they can automate workflows and deliver customer value.

- Strong executive presence, relationship-building skills, and the ability to influence at the C-suite level.

- Be part of an innovative sales model at one of the fastest-growing developer platforms in the world.

- Partner with world-class colleagues in a pod structure designed to maximize customer impact.

- Work with some of the largest and most innovative technology companies on the planet.

- Play a key role in shaping how Postman goes deeper into enterprise accounts and accelerates platform adoption.

The reasonably estimated OTE for this role is $370,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.