Enterprise Account Executive
Postman
Bengaluru, Karnataka, IndiaPosted 1 month ago
Skill Required
SALES.MicroservicesObservabilitySalesforcePostman
Key highlights
- 13–15 years required B2B technology sales experience.
- Full medical coverage, flexible PTO, wellness reimbursement, and monthly lunch stipend.
- Pay‑on‑performance compensation philosophy and flexible schedule.
- Self‑generated pipeline target of 3–4× quarterly quota.
- Focus on IT/ITES vertical – large concentration of IT services, consulting, digital engineering, SaaS, and software product companies.
- Must manage the entire sales cycle from prospecting to contract closure.
Role overview
As an Account Executive focused on the IT/ITES vertical at Postman, you will drive new enterprise revenue by owning the full sales cycle—from prospecting and qualification through contract negotiation and close—engaging both technical stakeholders (Engineering Leaders, Platform Architects, Enterprise Architects, DevOps teams) and business decision‑makers (CTOs, CIOs, CPOs, Digital Transformation leaders). This hunter‑first role requires building a robust pipeline, creating opportunities from scratch, and closing complex enterprise software deals to help organizations modernize their API strategy, boost 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
- Pay‑on‑performance philosophy.
- Flexible schedule working with a fun, collaborative team.
- Full medical coverage.
- Flexible PTO.
- Wellness reimbursement.
- Monthly lunch stipend.
- Wellness programs supporting physical and mental health.
- Frequent team‑building events.
- Donation‑matching program.
- In‑office collaboration with a five‑day work week at hub locations (three days now in Bangalore, moving to five).
- Inclusive, long‑term company culture.
Additional details
- Postman is the world’s leading API platform, used by more than 45 million developers and 500 000 organizations, including 98% of the Fortune 500.
- Headquartered in San Francisco with offices in Boston, New York, Austin, Tokyo, London, and Bangalore (where Postman was founded).
- Privately held with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners.
- Recommended reading: The "API‑First World" graphic novel to understand the bigger picture and vision.
- Postman's values: curiosity, transparency, goal‑focused execution, inclusive culture, and dedication to delivering the best products.
- Equal Employment Opportunity and Affirmative Action Employer; no unsolicited headhunter or agency resumes accepted.