Enterprise Account Executive – IT/ITES, Dehli NCR
Postman
IndiaPosted 1 month ago
Skill Required
SalesMicroservicesObservabilitySalesforcePostman
Key highlights
- 13–15 years of B2B technology sales experience required
- Hybrid role based in Pune, India with 20% travel
- Full medical coverage and flexible PTO
- Hunter-first role with full sales cycle ownership
- Targeting IT/ITES organizations in Delhi NCR and North India
- In-office collaboration 5 days/week (Bangalore transitioning to 5 days by end of year)
Role overview
Postman is the world’s leading API platform, used by over 45 million developers and 500,000 organizations, including 98% of the Fortune 500. As an Account Executive for the IT/ITES vertical, you will drive new enterprise revenue across Delhi NCR and North India, targeting IT services, technology consulting, digital engineering, SaaS, and software product companies. This hunter-first role involves owning the full sales cycle—from prospecting and qualification to contract negotiation and close—while engaging technical and business stakeholders to modernize API strategies, improve developer productivity, and accelerate AI transformation.
Responsibilities
- Prospect, qualify, and close new enterprise accounts within an assigned territory or named account list across IT/ITES organizations.
- Own the complete sales cycle—from outbound prospecting and discovery to product demonstrations, proof-of-value engagements, commercial negotiations, and contract closure.
- Build and maintain a self-generated pipeline of 3–4x quarterly quota through outbound outreach, partner collaboration, industry events, referrals, and inbound opportunities.
- Develop relationships with technical buyers including VP Engineering, Engineering Directors, Platform Architects, DevOps Leaders, and Enterprise Architects.
- Engage executive stakeholders including CTOs, CIOs, CPOs, Heads of Engineering, and Digital Transformation leaders.
- Partner closely with SDRs and Solutions Engineers to conduct discovery workshops and demonstrate business value aligned to customer priorities.
- Deliver compelling product demonstrations and executive presentations that highlight how Postman improves developer productivity, API governance, collaboration, testing automation, and AI readiness.
- Maintain accurate opportunity management, forecasting, and pipeline hygiene within Salesforce.
- Meet and exceed quarterly and annual new ARR targets.
- Collaborate with Customer Success teams to ensure successful onboarding, adoption, and expansion opportunities post-sale.
- Represent Postman at industry events, technology conferences, developer communities, and customer engagements.
- Stay informed on market trends and competitive solutions across API management, developer tooling, DevOps, cloud, testing, observability, and AI development platforms.
Requirements
- 13–15 years of B2B technology sales experience with a strong track record in enterprise SaaS, developer tools, cloud, infrastructure, or platform software.
- Proven history of new logo acquisition and consistent quota attainment at or above target across multiple years.
- Experience selling into IT/ITES organizations such as TCS, Infosys, Wipro, HCLTech, Tech Mahindra, LTIMindtree, Cognizant, Capgemini, Nagarro, Coforge, Birlasoft, Publicis Sapient, GlobalLogic, and similar enterprises.
- Strong understanding of enterprise software buying cycles and stakeholder management.
- Experience engaging engineering, platform, infrastructure, cloud, DevOps, and product organizations.
- Strong presentation, negotiation, and executive communication skills.
- Experience managing complex multi-stakeholder enterprise sales cycles.
- Proficiency with Salesforce and modern sales engagement platforms.
- Self-starter with a hunter mentality and the ability to independently generate and close opportunities.
Nice to have
- Existing network across IT Services, Digital Engineering, GCCs, SaaS companies, and technology consulting firms in Delhi NCR and North India.
- Experience working at a Product-Led Growth (PLG) company.
- Familiarity with Postman or adjacent developer-focused platforms.
- Experience selling developer productivity, DevOps, cloud-native, API management, observability, testing, or security solutions.
- Experience with enterprise sales methodologies such as MEDDIC, Challenger Sale, or Command of the Message.
- Understanding of API-first architectures, microservices, cloud-native development, and enterprise AI adoption.
Benefits
- Full medical coverage
- Flexible PTO
- Wellness reimbursement
- Monthly lunch stipend
- Wellness programs for physical and mental health
- Frequent and fascinating team-building events
- Donation-matching program
Additional details
- Postman is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman was founded.
- Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners.
- P.S: We highly recommend reading The 'API-First World' graphic novel to understand the bigger picture and our vision at Postman.
- Location & Travel: Pune, India (Hybrid). This role requires regular in-person engagement with accounts across Pune, Mumbai, and occasionally other metros. Estimated travel: 20%.
- At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year.
- Our Values: At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.
- Equal opportunity: 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 and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.