Strategic Account Director

About Postman

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. We help developers and professionals worldwide build an 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. Postman is privately held and funded by Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners.

We are looking for a Strategic Account Director to lead growth within Postman’s most important enterprise accounts. This role is part of a new strategic go‑to‑market motion that deepens our engagement with large enterprises, expands our footprint, and delivers the full value of the Postman platform.

You will work 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.

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.

In addition to Postman’s pay‑on‑performance philosophy and a flexible schedule, we offer a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. We also provide…