Enterprise Account Executive

Postman is the world’s leading API platform, used by more than 35 million developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster. P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman. **The Opportunity.**: The Enterprise Account Executive will be responsible for driving sales revenue and managing relationships with a set of Enterprise accounts. This position contributes significantly to Postman’s business and revenue targets by developing and expanding our footprint within our largest and most strategic customer segment. This role is a quota-carrying sales position. **What You'll Do.**: - Given a portfolio of Enterprise organizations with some of our largest user bases, build a credible funnel for Postman Enterprise adoption - Take ownership of the full sales cycle from lead to close - Provide detailed weekly reports on progress - Deliver small wins while building up to larger deployments - Help educate customers on the value of Postman Enterprise throughout the evaluation and adoption cycle - Navigate key decision makers to build Postman Enterprise awareness within organizations - Be a great listener, identify customer needs and collaborate with Postman teammates to ensure customer success. - Communicate and escalate issues appropriately including: billing, legal, security, on-boarding, and technical inquiries - Collaborate and work with Solutions Engineering, Customer Success Managers, Leadership, etc. to build strategic adoption plans for customers in large accounts - Provide recommendations based on customers’ business needs and usage patterns **About You.**: - 5+ years of Account Executive experience - Experience selling developer and/or technical products required - Relevant sales experience preferably in an enterprise SaaS organization - Strong experience managing a pipeline and closing large contracts - Excellent communication skills both with customers and within an organization - Proven negotiation and closing skills, as demonstrated by regularly exceeding sales targets while selling right-fit customers. - Strong track record of navigating within Enterprise organizations - Ability to develop senior level relationships quickly and effectively - Experience presenting to senior managers and the C-suite - Ability to manage multiple opportunities simultaneously at various stages of the buying process - Takes an active interest in increasing customer satisfaction and deepening customer relationships - You are a builder and you can speak to specific examples of sales processes you helped create and/or improve in the past **What Else?**: In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. If you have little ones in your family, the creche allowance can help in supporting your work-life balance. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. At Postman, we embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Bangalore, Noida, Hyderabad, and New York, employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibility and collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our hybrid office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom. **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