Postman
Strategic Account Director New San Francisco, California, United States
Postman, San Francisco, California, United States, 94199
Who Are We?
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. Postman helps 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. The company is headquartered in San Francisco and has offices in Boston, New York, and Bangalore. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. We are looking for a
Strategic Account Director
to lead growth within a set of Postman’s most important enterprise accounts. This role is part of a new strategic go-to-market motion designed to deepen our engagement with large enterprises, expand our footprint, and deliver the full value of the Postman platform. You will be paired 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. This is not a traditional “low-hanging fruit” sales role—this is about
strategic account expansion, multi-threaded enterprise engagement, and solution selling . What You’ll Do
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. About You
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. Why Join Us
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. The reasonably estimated OTE for this role is $370,000 to $400,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. What Else?
Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. We support hybrid work and encourage in-person collaboration 3 days a week for roles based in the San Francisco Bay Area, Boston, Bangalore, Hyderabad, and New York to balance flexibility with teamwork. Our Values
At Postman, we create with curiosity and value transparency and honest communication about successes and failures. We focus on clear goals that contribute to a larger vision, and we strive for an inclusive culture where everyone can be their best. 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 identity, national origin, age, marital status, protected veteran status, or disability status.
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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. Postman helps 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. The company is headquartered in San Francisco and has offices in Boston, New York, and Bangalore. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. We are looking for a
Strategic Account Director
to lead growth within a set of Postman’s most important enterprise accounts. This role is part of a new strategic go-to-market motion designed to deepen our engagement with large enterprises, expand our footprint, and deliver the full value of the Postman platform. You will be paired 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. This is not a traditional “low-hanging fruit” sales role—this is about
strategic account expansion, multi-threaded enterprise engagement, and solution selling . What You’ll Do
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. About You
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. Why Join Us
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. The reasonably estimated OTE for this role is $370,000 to $400,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. What Else?
Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. We support hybrid work and encourage in-person collaboration 3 days a week for roles based in the San Francisco Bay Area, Boston, Bangalore, Hyderabad, and New York to balance flexibility with teamwork. Our Values
At Postman, we create with curiosity and value transparency and honest communication about successes and failures. We focus on clear goals that contribute to a larger vision, and we strive for an inclusive culture where everyone can be their best. 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 identity, national origin, age, marital status, protected veteran status, or disability status.
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