Key Account Director

Postman
Virginia, Washington
Workplace: RemoteFull timeUSD 350,000 - 420,000 annuallyFunction: Executive & General ManagementExperience: 10-15 yearsSkills: ["Relationship-building","Executive presence","Multi-threaded campaign management","Cross-functional collaboration","Strategic thinking"]

Lead strategic growth for Postman’s most important enterprise accounts in a new go-to-market motion focused on deeper engagement and expanded platform footprint. Own a portfolio and run multi-threaded, solution-led sales cycles with senior technical and security stakeholders (CIO/CTO/VP Engineering and platform teams). Work with a pod including Principal Solutions Engineers and Field CTO to drive adoption, tailor value propositions with measurable ROI, and forecast account performance while partnering across CS, Product, and Marketing.

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Postman
Postman
2 days ago

Key Account Director

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Job Summary

Lead strategic growth for Postman’s most important enterprise accounts in a new go-to-market motion focused on deeper engagement and expanded platform footprint. Own a portfolio and run multi-threaded, solution-led sales cycles with senior technical and security stakeholders (CIO/CTO/VP Engineering and platform teams). Work with a pod including Principal Solutions Engineers and Field CTO to drive adoption, tailor value propositions with measurable ROI, and forecast account performance while partnering across CS, Product, and Marketing.
Location: Virginia, Washington
Workplace: Remote
Employment Type: Full time
Job Function: Executive & General Management
Seniority: Director level

Key Responsibilities

  • •Own and grow a portfolio of strategic enterprise accounts, expanding usage and converting adoption into enterprise-wide value.
  • •Engage senior buyers (CIOs, CTOs, VPs of Engineering, platform, security, and collaboration leaders) to position Postman as a critical platform solution.
  • •Lead complex solution sales cycles spanning collaboration, security, API governance, and AI-enabled workflows.
  • •Identify customer pain points and craft tailored value propositions demonstrating ROI and impact at scale.
  • •Track, forecast, and report account progress and pipeline health while coordinating cross-functional engagement with Customer Success, Product, and Marketing.

Pay and Benefits

Salary: USD 350,000 - 420,000 annually
Equity and Bonus:Equity
Perks:Health InsurancePaid LeaveWellness StipendMeal Allowance

Key Requirements

  • •10–15 years of enterprise sales experience with a proven track record in strategic account management and expansion.
  • •Experience selling technical and platform products such as developer tools, SaaS platforms, cloud infrastructure, or security solutions.
  • •Demonstrated success in solution selling with senior technology leaders and driving multi-million dollar expansion deals.
  • •Ability to run long sales cycles and grow accounts over time within large, complex organizations and multi-stakeholder environments.
  • •Collaborative experience working closely with technical teams (e.g., solutions engineers, architects, CTOs) and strong fluency with enterprise buyer personas.
Experience:10-15 years
Skills:Relationship-buildingExecutive presenceMulti-threaded campaign managementCross-functional collaborationStrategic thinking
Tech Stack:APIAPI lifecycleDeveloper toolsSaaSCloud infrastructureSecurity solutionsAgentic AIWorkflow automationEnterprise platform

Company Brief

Postman
Provides a collaborative API development platform enabling design, testing, documentation, and monitoring of APIs. Widely used by developers and teams to streamline API workflows across development and testing lifecycles.
Industry: API Platforms
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series C
Headquarters: San Francisco, United States
Founded: 2014
WebsiteLinkedIn