The Opportunity

We are looking for a Key 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.

Location: This is a fully remote position. We are looking for someone based in Southern California who is able to travel to customers in their territory. 

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 $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

We are looking for a Key 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.

Location: This is a fully remote position. We are looking for someone based in the Seattle area who is able to visit customers in their territory.

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 $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

As Senior Director of Enterprise Sales, you will lead one of Postman’s most critical growth engines. You will be responsible for setting enterprise sales strategy, scaling and developing senior sales leaders and Enterprise Account Executives, and delivering predictable, durable revenue growth across large, complex organizations.

This role is designed for a proven second-line sales leader who can operate at both a strategic and operational level—aligning executive vision with frontline execution while partnering closely with Product, Marketing, Solutions Engineering, and Customer Success.

Location: For this role we are open to someone located in the Austin or Dallas metro area.

What You’ll Do

• Own Enterprise revenue outcomes, consistently delivering against quarterly and annual bookings targets.
• Lead, mentor, and develop Directors, Managers, and senior Enterprise sellers, building a deep leadership bench.
• Define and evolve Enterprise sales strategy, including segmentation, coverage models, account allocation, and capacity planning.
• Establish operating rigor across forecasting, pipeline inspection, deal reviews, and execution cadence.
• Drive excellence in enterprise account planning, multi-threaded deal strategy, and executive engagement.
• Partner cross-functionally to align go-to-market strategy, product adoption, and customer outcomes across the Enterprise segment.
• Guide teams through highly complex deal cycles involving security, legal, procurement, and executive approvals.
• Serve as an executive escalation point for strategic customers and internal stakeholders.
• Provide structured feedback from the field to influence product roadmap, pricing, packaging, and go-to-market decisions.

About You

• 10+ years of experience selling complex, technical SaaS solutions to Enterprise customers.
• 5+ years of experience leading and scaling Enterprise sales teams, including managing managers.
• Proven track record of building predictable revenue engines in high-growth environments.
• Deep expertise in enterprise buying motions, long sales cycles, and multi-stakeholder deal dynamics.
• Strong ability to translate technical platforms into strategic business value for executive audiences.
• Experience driving consumption-based and commitment-based revenue models at scale.
• Fluency in modern enterprise sales frameworks (e.g., MEDDIC, Miller Heiman, Sandler, Corporate Visions).
• Executive presence with the ability to influence C-level customers and internal senior leadership.
• A coaching-first leadership style with high accountability and strong judgment.

The reasonably estimated OTE for this role is $375,000 - $450,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 

The Opportunity

We are looking for a Key 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.

Location: This fully remote role based in Atlanta, GA. We are looking for someone who is willing to visit customers in their territory.

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.

Location: This is a hybrid job. We are looking for someone based in Atlanta who will work from home, but is willing to visit customers in the area and in their territory. 

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 $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

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.

Location: This fully remote role based in Chicago, IL. We are looking for someone who is willing to visit customers in their territory.

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 $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

We are looking for a Key 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.

Location: This fully remote role based in Dallas, TX. We are looking for someone who is willing to visit customers in their territory.

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 $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

As Senior Director of Enterprise Sales, you will lead one of Postman’s most critical growth engines. You will be responsible for setting enterprise sales strategy, scaling and developing senior sales leaders and Enterprise Account Executives, and delivering predictable, durable revenue growth across large, complex organizations.

This role is designed for a proven second-line sales leader who can operate at both a strategic and operational level—aligning executive vision with frontline execution while partnering closely with Product, Marketing, Solutions Engineering, and Customer Success.

What You’ll Do

• Own Enterprise revenue outcomes, consistently delivering against quarterly and annual bookings targets.
• Lead, mentor, and develop Directors, Managers, and senior Enterprise sellers, building a deep leadership bench.
• Define and evolve Enterprise sales strategy, including segmentation, coverage models, account allocation, and capacity planning.
• Establish operating rigor across forecasting, pipeline inspection, deal reviews, and execution cadence.
• Drive excellence in enterprise account planning, multi-threaded deal strategy, and executive engagement.
• Partner cross-functionally to align go-to-market strategy, product adoption, and customer outcomes across the Enterprise segment.
• Guide teams through highly complex deal cycles involving security, legal, procurement, and executive approvals.
• Serve as an executive escalation point for strategic customers and internal stakeholders.
• Provide structured feedback from the field to influence product roadmap, pricing, packaging, and go-to-market decisions.

About You

• 10+ years of experience selling complex, technical SaaS solutions to Enterprise customers.
• 5+ years of experience leading and scaling Enterprise sales teams, including managing managers.
• Proven track record of building predictable revenue engines in high-growth environments.
• Deep expertise in enterprise buying motions, long sales cycles, and multi-stakeholder deal dynamics.
• Strong ability to translate technical platforms into strategic business value for executive audiences.
• Experience driving consumption-based and commitment-based revenue models at scale.
• Fluency in modern enterprise sales frameworks (e.g., MEDDIC, Miller Heiman, Sandler, Corporate Visions).
• Executive presence with the ability to influence C-level customers and internal senior leadership.
• A coaching-first leadership style with high accountability and strong judgment.

The reasonably estimated OTE for this role is $375,000 - $450,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 

The Opportunity

As Senior Director of Enterprise Sales, you will lead one of Postman’s most critical growth engines. You will be responsible for setting enterprise sales strategy, scaling and developing senior sales leaders and Enterprise Account Executives, and delivering predictable, durable revenue growth across large, complex organizations.

This role is designed for a proven second-line sales leader who can operate at both a strategic and operational level—aligning executive vision with frontline execution while partnering closely with Product, Marketing, Solutions Engineering, and Customer Success.

Location: This is a fully remote role. We are looking for someone based in the Atlanta metro area who is willing to travel within their territory.

What You’ll Do

• Own Enterprise revenue outcomes, consistently delivering against quarterly and annual bookings targets.
• Lead, mentor, and develop Directors, Managers, and senior Enterprise sellers, building a deep leadership bench.
• Define and evolve Enterprise sales strategy, including segmentation, coverage models, account allocation, and capacity planning.
• Establish operating rigor across forecasting, pipeline inspection, deal reviews, and execution cadence.
• Drive excellence in enterprise account planning, multi-threaded deal strategy, and executive engagement.
• Partner cross-functionally to align go-to-market strategy, product adoption, and customer outcomes across the Enterprise segment.
• Guide teams through highly complex deal cycles involving security, legal, procurement, and executive approvals.
• Serve as an executive escalation point for strategic customers and internal stakeholders.
• Provide structured feedback from the field to influence product roadmap, pricing, packaging, and go-to-market decisions.

About You

• 10+ years of experience selling complex, technical SaaS solutions to Enterprise customers.
• 5+ years of experience leading and scaling Enterprise sales teams, including managing managers.
• Proven track record of building predictable revenue engines in high-growth environments.
• Deep expertise in enterprise buying motions, long sales cycles, and multi-stakeholder deal dynamics.
• Strong ability to translate technical platforms into strategic business value for executive audiences.
• Experience driving consumption-based and commitment-based revenue models at scale.
• Fluency in modern enterprise sales frameworks (e.g., MEDDIC, Miller Heiman, Sandler, Corporate Visions).
• Executive presence with the ability to influence C-level customers and internal senior leadership.
• A coaching-first leadership style with high accountability and strong judgment.

The reasonably estimated OTE for this role is $375,000 - $450,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 

The Opportunity

As Senior Director of Enterprise Sales, you will lead one of Postman’s most critical growth engines. You will be responsible for setting enterprise sales strategy, scaling and developing senior sales leaders and Enterprise Account Executives, and delivering predictable, durable revenue growth across large, complex organizations.

This role is designed for a proven second-line sales leader who can operate at both a strategic and operational level—aligning executive vision with frontline execution while partnering closely with Product, Marketing, Solutions Engineering, and Customer Success.

What You’ll Do

• Own Enterprise revenue outcomes, consistently delivering against quarterly and annual bookings targets.
• Lead, mentor, and develop Directors, Managers, and senior Enterprise sellers, building a deep leadership bench.
• Define and evolve Enterprise sales strategy, including segmentation, coverage models, account allocation, and capacity planning.
• Establish operating rigor across forecasting, pipeline inspection, deal reviews, and execution cadence.
• Drive excellence in enterprise account planning, multi-threaded deal strategy, and executive engagement.
• Partner cross-functionally to align go-to-market strategy, product adoption, and customer outcomes across the Enterprise segment.
• Guide teams through highly complex deal cycles involving security, legal, procurement, and executive approvals.
• Serve as an executive escalation point for strategic customers and internal stakeholders.
• Provide structured feedback from the field to influence product roadmap, pricing, packaging, and go-to-market decisions.

About You

• 10+ years of experience selling complex, technical SaaS solutions to Enterprise customers.
• 5+ years of experience leading and scaling Enterprise sales teams, including managing managers.
• Proven track record of building predictable revenue engines in high-growth environments.
• Deep expertise in enterprise buying motions, long sales cycles, and multi-stakeholder deal dynamics.
• Strong ability to translate technical platforms into strategic business value for executive audiences.
• Experience driving consumption-based and commitment-based revenue models at scale.
• Fluency in modern enterprise sales frameworks (e.g., MEDDIC, Miller Heiman, Sandler, Corporate Visions).
• Executive presence with the ability to influence C-level customers and internal senior leadership.
• A coaching-first leadership style with high accountability and strong judgment.

The reasonably estimated OTE for this role is $375,000 - $450,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 

The Opportunity

As Senior Director of Enterprise Sales, you will lead one of Postman’s most critical growth engines. You will be responsible for setting enterprise sales strategy, scaling and developing senior sales leaders and Enterprise Account Executives, and delivering predictable, durable revenue growth across large, complex organizations.

This role is designed for a proven second-line sales leader who can operate at both a strategic and operational level—aligning executive vision with frontline execution while partnering closely with Product, Marketing, Solutions Engineering, and Customer Success.

Location: For this role we are open to someone located in the Austin or Dallas metro area.

What You’ll Do

• Own Enterprise revenue outcomes, consistently delivering against quarterly and annual bookings targets.
• Lead, mentor, and develop Directors, Managers, and senior Enterprise sellers, building a deep leadership bench.
• Define and evolve Enterprise sales strategy, including segmentation, coverage models, account allocation, and capacity planning.
• Establish operating rigor across forecasting, pipeline inspection, deal reviews, and execution cadence.
• Drive excellence in enterprise account planning, multi-threaded deal strategy, and executive engagement.
• Partner cross-functionally to align go-to-market strategy, product adoption, and customer outcomes across the Enterprise segment.
• Guide teams through highly complex deal cycles involving security, legal, procurement, and executive approvals.
• Serve as an executive escalation point for strategic customers and internal stakeholders.
• Provide structured feedback from the field to influence product roadmap, pricing, packaging, and go-to-market decisions.

About You

• 10+ years of experience selling complex, technical SaaS solutions to Enterprise customers.
• 5+ years of experience leading and scaling Enterprise sales teams, including managing managers.
• Proven track record of building predictable revenue engines in high-growth environments.
• Deep expertise in enterprise buying motions, long sales cycles, and multi-stakeholder deal dynamics.
• Strong ability to translate technical platforms into strategic business value for executive audiences.
• Experience driving consumption-based and commitment-based revenue models at scale.
• Fluency in modern enterprise sales frameworks (e.g., MEDDIC, Miller Heiman, Sandler, Corporate Visions).
• Executive presence with the ability to influence C-level customers and internal senior leadership.
• A coaching-first leadership style with high accountability and strong judgment.

The reasonably estimated OTE for this role is $375,000 - $450,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 

The Opportunity

Our renewal team takes pride in their role delivering value to our customers on a daily basis, understanding their buying process & adapting ours as we continue to grow. The Renewal Specialist role at Postman gives you the opportunity to have a huge impact in a customer focused company and doing satisfying work.

What You’ll Do

• Execute all phases of subscription renewal lifecycle, including notifying customers of renewal, generating quotes, and closing renewal opportunities
• Achieve revenue and retention targets on a quarterly and annual basis
• Manage renewals pipeline with forecast accuracy
• Analyze customer renewal data to determine retention and uplift strategy
• Partner with Sales and Customer Success in potential upsell/upgrade opportunities
• Monitor at-risk renewals/lost renewals and develop a plan of action with Sale and Customer Success to win back customers
• Maintain accurate and timely information in Postman’s CRM
• Develop & maintain an expert level of Postman products and plans

About You

• Minimum 5 years experience in renewals with a rapid-growth SaaS company, value-added resellers, and software distributors
• Superior communication skills (verbal and written), both internal and external to the organization
• Proven ability to sell and a detailed understanding of the renewal lifecycle
• High confidence in managing customer quotes, contracts, and terms
• Ability to identify and implement best practice processes and procedures around renewals
• Ability to use data to understand customer adoption and risk
• Experience with SaaS subscription revenue model and sales processes at a product led growth company
• Ability to multitask, prioritize, and manage time effectively
• Extensive experience working with both direct procurement & partner reseller teams to support buying process

The reasonably total compensation for this role ranges from $95,000 to $x120,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity:

The Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, & management to create campaigns & prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience to set the stage for future product sales for Postman.

What You’ll Do:

• Work with the Account Development Manager & cross functional teams to create strategic targets to identify & generate new & expansion business opportunities
• Meet or exceed strategic goals & committed targets by engaging with qualified leads & enabling the next step in the sales cycle
• With consultative engagement you will qualify opportunities by understanding business challenges while also educating them on the value of our product
• Complete detailed research within targeted accounts to identify key contacts & critical account information
• Identify & target strategic new prospects that would accelerate territory growth
• Select & engage with prospects that are identified through marketing efforts
• Become an expert in sales prospecting platforms & tools
• Use identified customer challenges to prescribe relevant campaigns & events to drive engagement
• Develop superior customer service relationships with prospects.
• Self audit activity to ensure accuracy & to enable improvement
• Proactively learn Postman’s product, competitive products, & market knowledge via website, online webinars, & other marketing information.
• Update lead status & all prospect interaction in CRM application daily
• Become an expert with sales enablement tools

About You:

• 6 months to 2 years of experience in business development, sales or related field. Experience with lead qualification at all levels within organizations – developers, managers, directors, VPs, executives is a plus.
• Energy and Creativity - ability to work in a high energy, fast‐paced sales environment. You think out-of-the-box and wow people with your interesting angles and quality work.
• Proficient with standard productivity tools.

The reasonably estimated OTE for this role is $75,000 to $95,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

Each Mid Market Account Executive has a territory of around 100 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working with Sales Development representatives, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.

What You'll Do

• Take ownership of the full sales cycle from prospecting to closure
• Build a strategic plan for your territory 
• Create and manage sales sourced outbound opportunities
• Execute a land and expand sales strategy to drive widespread adoption and larger deployments
• Educate customers on the value of Postman throughout the evaluation and adoption cycle
• Navigate key decision makers to build Postman Enterprise awareness within organizations
• Leverage data to understand your customers and prospects to gain insight into their business challenges
• Provide recommendations based on customers’ business needs and usage patterns
• Identify customer needs and collaborate with Postman teammates to ensure long term customer success
• Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries
• Provide a detailed and accurate forecast
• Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts
• Be a great listener!

About You

• A top performer with 3-5 years experience hunting and closing net new logos
• Experienced with creatively sourcing pipeline outside of inbound lead flow 
• Able to strategically map out and break into accounts
• Relevant sales experience in an Enterprise SaaS organization
• Experience selling developer and/or technical products
• 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 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

The reasonably estimated compensation range for the role is $180,000 to $230,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 

The Opportunity

Each Mid Market Account Executive has a territory of around 100 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working with Sales Development representatives, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.

What You'll Do

• Take ownership of the full sales cycle from prospecting to closure
• Build a strategic plan for your territory 
• Create and manage sales sourced outbound opportunities
• Execute a land and expand sales strategy to drive widespread adoption and larger deployments
• Educate customers on the value of Postman throughout the evaluation and adoption cycle
• Navigate key decision makers to build Postman Enterprise awareness within organizations
• Leverage data to understand your customers and prospects to gain insight into their business challenges
• Provide recommendations based on customers’ business needs and usage patterns
• Identify customer needs and collaborate with Postman teammates to ensure long term customer success
• Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries
• Provide a detailed and accurate forecast
• Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts
• Be a great listener!

About You

• A top performer with 3-5 years experience hunting and closing net new logos
• Experienced with creatively sourcing pipeline outside of inbound lead flow 
• Able to strategically map out and break into accounts
• Relevant sales experience in an Enterprise SaaS organization
• Experience selling developer and/or technical products
• 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 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

The reasonably estimated compensation range for the role is $180,000 to $230,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 

The Opportunity

Each Mid Market Account Executive has a territory of around 100 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working with Sales Development representatives, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.

What You'll Do

• Take ownership of the full sales cycle from prospecting to closure
• Build a strategic plan for your territory 
• Create and manage sales sourced outbound opportunities
• Execute a land and expand sales strategy to drive widespread adoption and larger deployments
• Educate customers on the value of Postman throughout the evaluation and adoption cycle
• Navigate key decision makers to build Postman Enterprise awareness within organizations
• Leverage data to understand your customers and prospects to gain insight into their business challenges
• Provide recommendations based on customers’ business needs and usage patterns
• Identify customer needs and collaborate with Postman teammates to ensure long term customer success
• Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries
• Provide a detailed and accurate forecast
• Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts
• Be a great listener!

About You

• A top performer with 3-5 years experience hunting and closing net new logos
• Experienced with creatively sourcing pipeline outside of inbound lead flow 
• Able to strategically map out and break into accounts
• Relevant sales experience in an Enterprise SaaS organization
• Experience selling developer and/or technical products
• 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 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

The reasonably estimated compensation range for the role is $180,000 to $230,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 

The Opportunity

Each Mid Market Account Executive has a territory of around 100 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working with Sales Development representatives, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.

What You'll Do

• Take ownership of the full sales cycle from prospecting to closure
• Build a strategic plan for your territory 
• Create and manage sales sourced outbound opportunities
• Execute a land and expand sales strategy to drive widespread adoption and larger deployments
• Educate customers on the value of Postman throughout the evaluation and adoption cycle
• Navigate key decision makers to build Postman Enterprise awareness within organizations
• Leverage data to understand your customers and prospects to gain insight into their business challenges
• Provide recommendations based on customers’ business needs and usage patterns
• Identify customer needs and collaborate with Postman teammates to ensure long term customer success
• Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries
• Provide a detailed and accurate forecast
• Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts
• Be a great listener!

About You

• A top performer with 3-5 years experience hunting and closing net new logos
• Experienced with creatively sourcing pipeline outside of inbound lead flow 
• Able to strategically map out and break into accounts
• Relevant sales experience in an Enterprise SaaS organization
• Experience selling developer and/or technical products
• 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 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

The reasonably estimated compensation range for the role is $180,000 to $230,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 

The Opportunity

Each Mid Market Account Executive has a territory of around 100 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working with Sales Development representatives, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.

What You'll Do

• Take ownership of the full sales cycle from prospecting to closure
• Build a strategic plan for your territory 
• Create and manage sales sourced outbound opportunities
• Execute a land and expand sales strategy to drive widespread adoption and larger deployments
• Educate customers on the value of Postman throughout the evaluation and adoption cycle
• Navigate key decision makers to build Postman Enterprise awareness within organizations
• Leverage data to understand your customers and prospects to gain insight into their business challenges
• Provide recommendations based on customers’ business needs and usage patterns
• Identify customer needs and collaborate with Postman teammates to ensure long term customer success
• Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries
• Provide a detailed and accurate forecast
• Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts
• Be a great listener!

About You

• A top performer with 3-5 years experience hunting and closing net new logos
• Experienced with creatively sourcing pipeline outside of inbound lead flow 
• Able to strategically map out and break into accounts
• Relevant sales experience in an Enterprise SaaS organization
• Experience selling developer and/or technical products
• 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 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

The reasonably estimated compensation range for the role is $180,000 to $230,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 

The Opportunity

We are looking for a Key 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.

Location: This is a fully remote position. We are looking for someone who is able to travel to customers in their territory. 

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 Opportunity

We are looking for a Key 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.

Location: This is a fully remote position. We are looking for someone who is able to travel to customers in their territory. 

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 Opportunity

Postman is growing, and with that growth comes increasing complexity in how we serve our most strategic customers. We're looking for an Engagement Manager to help us execute on our highest-priority, strategic accounts—organizations where Postman is placing a significant revenue bet and where the depth of our engagement directly determines whether we win.

As an Engagement Manager, you will be deployed to a focused portfolio of strategic accounts. You'll partner closely with Account Executives to translate account strategies into structured adoption programs, driving real outcomes for customers and real results for Postman. This isn't a relationship management role—it's a technical program execution role. You'll own the plan, coordinate the people, and keep everything moving from kickoff through to measurable value realization.

This role is ideal for a seasoned program leader who thrives in complexity, communicates clearly at every level of an organization, and knows how to turn ambiguous customer goals into concrete, trackable progress.

What You'll Do

• Success Planning: Work with the customer and Account Executive to co-develop a structured success plan with clear milestones, timelines, stakeholders, and success criteria. Translate customer business goals into an actionable program roadmap.
• Program Management and Execution: Coordinate cross-functional delivery across customer teams and internal Postman resources. Track milestone progress, identify and escalate blockers, and maintain momentum throughout the engagement lifecycle—from discovery through to exit.
• Business Reviews and Value Demonstration: Lead executive and business reviews in partnership with the Account Executive, presenting measurable adoption progress and quantifiable outcomes. Own the content and narrative; bring the data to life.
• Stakeholder Alignment and Expansion: Build and maintain organizational maps across your accounts. Drive multi-threaded engagement to accelerate time to value and identify expansion opportunities. Surface actionable insight to the AE to inform commercial strategy.
• CSE Coordination: Identify where deeper technical activation is needed and engage Customer Success Engineering. Retain coordination ownership throughout, ensuring no dropped handoffs and clear progress tracking.
• Risk and Momentum Management: Monitor engagement health, surface risks early—whether organizational, technical, or strategic—and equip the account team to respond before issues become problems.

About You

• Experienced Program Leader: 8+ years of experience in program management, enterprise customer success, or strategic consulting in a technical B2B SaaS environment. You've managed complex, multi-stakeholder initiatives and know how to keep them on track.
• Structured and Strategic: You naturally translate ambiguity into plans. You build frameworks without being rigid, and you know how to adapt when things change.
• Executive-Ready Communicator: You're confident presenting to senior stakeholders and comfortable distilling complex progress into crisp narratives. Written and verbal communication are both strengths.
• Commercially Aware: You understand the link between adoption and revenue, and you work with urgency and intentionality on accounts where the stakes are high. You can identify expansion signals and translate them into clear opportunities for the AE.
• Deeply Collaborative: You operate as the operational counterpart to the Account Executive—not in parallel, but in genuine partnership. You build trust internally and externally, and you know when to lead and when to support.
• Curious and Insight-Driven: You invest time understanding each customer's business goals, developer tooling landscape, and organizational structure. You bring insight to every conversation, not just process.
• Cross-functional orchestrator: Familiarity with enterprise adoption motions, including working alongside Professional Services and Solutions Architecture teams.
• Developer focused: You bring experience in developer tooling, API platforms, or adjacent technical SaaS categories.
• Leading with value: Experience building business cases and ROI narratives for executive audiences.

Nice to Have

• Exposure to customer health frameworks, adoption metrics, or NRR-driven account strategies.
• Bachelor's degree in Business, Computer Science, Engineering, or a related field.
• Consultancy or project management experience in major digital transformation initiatives

The Opportunity

We are seeking a proactive and detail-oriented Renewal Representative to own the customer renewal experience in a fast-moving, product-led growth (PLG) SaaS environment. In this role, you’ll be responsible for managing the full renewal cycle across a portfolio of customers—ensuring timely renewals, identifying expansion opportunities, and minimizing churn.

As a key revenue contributor, you’ll work closely with Customer Success, Sales, and Product teams to deliver a seamless and value-driven renewal process that aligns with product usage and customer goals.

What You’ll Do

• Manage a high volume of renewal opportunities across multiple customer segments, including self-serve and low-touch accounts.
• Proactively engage customers to confirm intent to renew, answer questions, and communicate the value they’re receiving from the product.
• Collaborate with Customer Success Managers on more complex or strategic renewals.
• Identify upsell or cross-sell opportunities at the point of renewal and route qualified leads to Sales when appropriate.
• Use product usage data and customer health metrics to prioritize outreach and inform renewal strategies.
• Prepare and send quotes, process purchase orders, and manage billing/contract logistics in coordination with RevOps and Finance.
• Track all activity and forecast renewals accurately using CRM tools (e.g., Salesforce, Clari).
• Contribute to ongoing improvements in playbooks, messaging, automation, and processes to scale renewal outcomes.

About You

Required Qualifications:

• 2+ years of experience in a renewals, customer success, sales support, or operations role—ideally in a SaaS or PLG company.
• Experience managing a book of business with high transaction volume.
• Strong communication and negotiation skills, with a customer-first mindset.
• Comfortable using tools like Salesforce, Gainsight, Stripe/Billing platforms, and similar platforms.
• Highly organized with strong attention to detail and follow-through.

Preferred Qualifications:

• Experience in a PLG model with freemium, usage-based, or self-serve customer motions.
• Familiarity with tools like SalesForce, Gainsight, or similar platforms.
• Basic understanding of SaaS contracts, licensing, and billing structures.

Key Performance Metrics (KPIs):

• Renewal Rate (Gross & Net)
• Churn Rate
• On-Time Renewal %
• Renewal Pipeline Coverage & Forecast Accuracy

The Opportunity

We are seeking a passionate and highly driven individual to join the Deal Operations team at Postman. The Deal Operations Analyst role reports into the Head of Deal Operations which also reports into Revenue Operations.  This role will work collaboratively with the sales, Finance, Legal, Renewals and Orders teams in the deal cycle; quote creation, approvals, order form creation, opportunity maintenance and bookings to comply with Postman policies and processes.

The Revenue Operations team is integral to the success of the Sales and Customer Success organizations by helping to drive revenue, renewals and the productivity of the sales and customer success teams.

This is an in-office position. 

What You’ll Do

• Create Quotes and Order Forms for sales deals
• Review Quote approval requests and approve qualified Quotes
• Process bookings review of customer orders.  Assist in the complete order cycle, ensure quality and efficiency through the entire process
• Support of internal and external customers in regard to order booking and order tracking
• Address escalation for exception handling regarding booking requests
• Research discrepancies regarding ARR calculations
• Assist Deal Operations and Sales with non-standard, custom, and/or complex deal structures to provide accurate quotes and order forms to match the intent of the deal
• Coordinate with internal teams to facilitate the order process, achieve joint goals, and solve problems related to order processing. These teams include finance, legal, renewals, collections, and others
• Accurately enter deal information into Salesforce
• Process Salesforce transaction data review for post close audits
• Special projects related to order processing and general Deal Operations process improvements

About You

• Flexibility to work additional nights and weekends for month and quarter-end, as needed. This is not a standard 9-5 job, it is based on what the business needs. 
• Experience with Quote to Cash in Salesforce CPQ Tool required
• Experience with Ironclad preferred, or another CLM like Conga, etc. 
• Experience with back-office operations as well as strong knowledge of order processing
• Experience with cross functional collaboration with Finance and Legal for the deal making process
• Ability to learn internal business technology, applications, and solutions quickly 
• Strong working knowledge in Salesforce, Microsoft Excel, Google Suite
• Willing to work in a highly demanding and results-oriented team environment
• Extremely detail oriented and effective organizational skills.  Meticulous in your attention to detail and take pride in ensuring that your work is accurate and thoughtful in nature.
• Strong problem solving skills and ability to root cause issues
• Excellent communication skills in knowing how develop partnership to effectively convey the needs of the sales team and customer to the appropriate stakeholder
• Highly organized in the ability to juggle many competing priorities and strive to support each with equal attention to detail and quick turn-around.
• Strong sense of accountability
• Kindness and consideration in your approach when interacting with peers, partners and customers

The Opportunity

Postman is seeking a Solutions Engineering Leader - India to help support the growth of our customer-facing organization in India. We know that one of the keys to our growth relies on a high-performing technical team that can engage customers with credibility, guide complex evaluations, and help move strategic opportunities forward. This role will be responsible for leading and scaling our Solutions Engineering presence in India while elevating technical selling capabilities across the team.

This role will manage a team of Solutions Engineers in India and report up through the APAC organization. You will partner closely with regional leadership and work alongside sales and cross-functional stakeholders to support customer engagements, strengthen technical deal strategy, and help build a strong foundation for future team growth.

With so many organizations using Postman, we are looking for exceptional Solutions Engineers to join our team and to help us to efficiently support and grow our enterprise business. You will partner with our Sales team to promote an API-first development culture, nurture customer relationships, and guide Postman users on how to most effectively leverage our platform to build their APIs. Ideally, we are looking for someone who lives and breathes APIs, is comfortable with AI/ML and Agentic, has some hands on JavaScript, and has worked the enterprise sales track!

What You’ll Do

In addition to working with a product that customers already know and love, you will be well-supported in this role by our Sales, Customer Success, Developer Relations, and Engineering teams.

• Lead and grow the Solution Engineering function in India, managing a team of Solutions Engineers and supporting the development of a high-performing, customer-facing technical organization.
• Partner with sales leadership on strategic opportunities, helping the team navigate complex deals and deliver strong technical guidance throughout the customer journey.
• Coach Solutions Engineers on technical discovery, solution positioning, demonstrations, and executive-level customer communication.
• Support expansion of the India team over time, helping establish the structure, operating rhythm, and hiring approach needed to scale effectively.
• Engage directly with customers on key accounts, especially where deep technical credibility and strong communication are required to move decisions forward.
• Build a team culture centered on technical excellence, customer empathy, and strong partnership with the field.
• Help define best practices for pre-sales execution in the region, including how the team approaches architecture discussions, proof points, and technical validation.
• Collaborate with internal stakeholders to ensure field feedback from customer conversations informs broader go-to-market execution.
• Mentor the team to operate as trusted advisors who can connect business needs with technical solutions in a clear and compelling way.
• Contribute to the ongoing development of the India pre-sales organization as it evolves to support regional growth.

Qualifications

• Significant experience in solution engineering, sales engineering, solutions architecture, or related customer-facing technical roles, including experience leading or mentoring teams.
• Experience managing or supporting Solutions Engineers in a B2B technology environment.
• Strong background in API architecture, data architecture, and solution architecture with the ability to apply that knowledge in customer-facing settings.
• Demonstrated success partnering on complex enterprise deals and helping drive technical win strategies.
• Ability to engage credibly with both technical practitioners and executive stakeholders.
• Experience in cloud-related environments or cloud platform engineering contexts.
• Strong understanding of how to translate customer requirements into solution recommendations and technical narratives.
• Track record of working cross-functionally with sales and other internal teams to support customer outcomes.
• Experience hiring, coaching, or developing technical talent is strongly valued.
• Willingness and ability to develop strong competency using Postman.

About You

• Customer-first and commercially minded: You understand how technical conversations influence deal outcomes and know how to balance solution depth with business impact.
• Strong communicator: You are confident presenting to a range of audiences and can explain complex technical concepts in a way that is clear and persuasive.
• Hands-on leader: You are comfortable stepping into important customer conversations while also building the team around you.
• Architecturally fluent: You bring depth in APIs, data, and modern technical ecosystems, and you can use that expertise to guide both customers and teammates.
• Credible and composed: You build trust quickly, especially in high-stakes situations that require executive presence and sound judgment.
• Builder mentality: You are excited by the opportunity to shape and scale a growing team in India and help define what great looks like for the function.

Compensation for this role will be determined based on the candidate's skills, qualifications, and experience.

The Opportunity

With so many organizations using Postman, we are looking for an exceptional Strategic Solutions Engineer to join our team & help us support the growth of our enterprise business. You will partner with our sales team to promote an API-first development culture, nurture customer relationships, and guide Postman users in leveraging our platform to build their APIs most effectively. Ideally, we are looking for someone who lives & breathes APIs, has experience in enterprise sales, is comfortable with JavaScript & is an expert Postman user already!

In addition to working with a product that customers already know and love, our sales, customer success, product, and engineering teams will support you well in this role.

What You’ll Do

• Help drive enterprise sales by nurturing prospects & supporting Strategic & Enterprise customers
• Conduct discovery, qualification, technical demos, & proof of value workshops with prospective customers looking to embrace Postman for their API lifecycle
• Handle Postman technical questions or objections & provide solutions or workarounds to address customer needs
• Understand deeply our customer workflows today & how they can adopt API-first development best practices
• Share customer feedback with appropriate teams & provide general customer advocacy
• Remain up-to-date with the competitive landscape, current trends, & challenges in the API market
• Create proof of concept integrations, tooling, & workflows as needed to support prospective customers
• Maintain & develop customer sandbox environments & best practices for working with the product
• Act as a technical intermediary between sales & other teams to best fit our customer needs

About You

• 10+ years of enterprise sales/solutions engineering experience
• 6+ years of software development experience
• 6+ API’s and Data platforms experience
• Bachelor's degree in Computer Science, a related field, or relevant work experience
• Remote work friendly, with the ability to travel up to 50%
• Loves teamwork & collaboration in a fast-paced environment
• Customer-facing experience & comfortable engaging all levels of technologists, including individual developers, QA, product, & engineering leaders
• Experience engaging senior management & executive audiences to convey Postman's value proposition
• Capable of forging deep, long-lasting relationships with Strategic customers
• Strong understanding of APIs, & experience with producing & consuming APIs across different domains
• Strong understanding of modern development methodologies & DevOps with an appreciation of the software development life cycle
• Comfortable with the enterprise SaaS sales process & common security concerns of cloud services
• Experience executing enterprise sales strategies & sales methodologies like MEDDIC, Challenger Sale, Command of the Message, etc.
• Excellent listener who seeks to understand what a customer is trying to achieve rather than pre-supposing solutions
• Familiar with typical developer tooling: IDEs, Git, CI/CD, monitoring services, microservices, containers, cloud computing services, etc.
• Fast learner, excited & willing to learn new technology on an ongoing basis
• Excellent communication skills (presentation, verbal & written)

The Opportunity

We are seeking an Enterprise Account Executive with proven experience selling into large organizations, particularly within the DevOps ecosystem. This role requires a strategic hunter mindset with the ability to land and expand within enterprise accounts, navigate complex sales cycles, and build strong customer partnerships that grow into multi-million-dollar relationships.

You will own a targeted list of 10–20 enterprise accounts and be responsible for building deep account penetration strategies, collaborating with technical teams, and delivering value across multiple stakeholders.

What You’ll Do

• Own the full sales cycle for enterprise accounts, from prospecting through close and expansion.
• Drive land-and-expand motions
• Manage large deal sizes, with the ability to close larger, strategic deals
• Exceed an annual quota through consistent pipeline generation, deal progression, and account growth.
• Partner cross-functionally with Sales Engineering, Customer Success, and Product teams to deliver tailored solutions.
• Develop executive-level relationships with DevOps leaders, CIOs, and engineering decision-makers.
• Bring a consultative approach to sales by combining data-driven insights with stakeholder input to ensure adoption and expansion.
• Leverage account-based strategies to build momentum and accelerate enterprise adoption.

About You

• 8+ years of closing experience in enterprise SaaS sales.
• Proven success selling into the DevOps ecosystem (tools, platforms, or adjacent infrastructure).
• Demonstrated ability to navigate complex, multi-threaded enterprise sales cycles.
• Experience driving land-and-expand strategies with both mid-size and large accounts.
• Strong track record of exceeding quota.
• Comfort presenting to technical stakeholders and executives alike. 
• Excellent storytelling, data-driven selling, and consultative sales skills.

The Opportunity

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 Opportunity

Each Corporate Account Executive has a territory of around 100 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working with Sales Development representatives, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.

What You'll Do

• Take ownership of the full sales cycle from prospecting to closure
• Build a strategic plan for your territory 
• Create and manage sales sourced outbound opportunities
• Execute a land and expand sales strategy to drive widespread adoption and larger deployments
• Educate customers on the value of Postman throughout the evaluation and adoption cycle
• Navigate key decision makers to build Postman Enterprise awareness within organizations
• Leverage data to understand your customers and prospects to gain insight into their business challenges
• Provide recommendations based on customers’ business needs and usage patterns
• Identify customer needs and collaborate with Postman teammates to ensure long term customer success
• Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries
• Provide a detailed and accurate forecast
• Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts
• Be a great listener!

About You

• A top performer with 3-5 years experience hunting and closing net new logos
• Experienced with creatively sourcing pipeline outside of inbound lead flow 
• Able to strategically map out and break into accounts
• Relevant sales experience in an Enterprise SaaS organization
• Experience selling developer and/or technical products
• 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 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

The Opportunity

The Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, & management to create campaigns & prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience to set the stage for future product sales for Postman.

What You’ll Do

• Work with the Account Development Manager & cross functional teams to create strategic targets to identify & generate new & expansion business opportunities
• Meet or exceed strategic goals & committed targets by engaging with qualified leads & enabling the next step in the sales cycle
• Qualify opportunities by understanding business challenges while also educating them on the value of our product
• Complete detailed research within targeted accounts to identify key contacts & critical account information
• Identify & target strategic new prospects that would accelerate territory growth
• Select & engage with prospects that are identified through marketing efforts
• Become an expert in sales prospecting platforms & tools
• Use identified customer challenges to prescribe relevant campaigns & events to drive engagement
• Develop superior customer service relationships with prospects.
• Self audit activity to ensure accuracy & to enable improvement
• Proactively learn Postman’s product, competitive products, & market knowledge via website, online webinars, & other marketing information.
• Update lead status & all prospect interaction in CRM application daily
• Become an expert with sales enablement tools

About You

• 1‐2 years’ experience in business development, sales or related field.
• Fluent in both Swedish and English.
• Experience with lead qualification at all levels within organizations – developers, managers, directors, VPs, executives is a plus.
• Ability to work in a high energy, fast‐paced sales environment. You think out-of-the-box and wow people with your interesting angles and quality work.
• Proficient with standard productivity tools.

The Opportunity.

Each SMB Account Executive has a set territory of accounts (up to 1,000 employees) across the Japan region, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working new inbound leads, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.

What You’ll Do. 

• Given a portfolio or group of organizations with the most promising growth opportunities, build a credible funnel for Postman Enterprise adoption
• Take ownership of the full sales cycle from lead to close
• Build a strategic outbound motion for your territory 
• Convert inbound leads to closed opportunities 
• Execute a land and expand sales strategy to drive widespread adoption and larger deployments
• Help educate customers on the value of Postman throughout the evaluation and adoption cycle
• Navigate key decision makers to build Postman Enterprise awareness within organizations
• Leverage data to understand your customers and prospects to gain insight into their business challenges
• Be a great listener, identify customer needs and collaborate with Postman teammates to ensure customer success
• Communicate and organize/escalate issues appropriately including: billing, legal, security, on-boarding, and technical inquiries
• Provide a detailed, accurate forecast
• Collaborate and work with Solutions Engineering, Customer Success Managers, Account Development representatives Leadership, etc. to build strategic adoption plans for customers in large accounts
• Provide recommendations based on customers’ business needs and usage patterns

About You. 

• Able to strategically map out and break into accounts
• Successful track record of pipeline generation 
• Relevant sales experience preferably in an Enterprise SaaS organization
• Experience selling developer and/or technical products a strong plus
• 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 organizations across multiple verticals/industries
• 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
• Teamplayer 
• Fluent in Japanese and English 

The Opportunity

Postman is the world’s leading API platform, used by millions of developers and thousands of organizations to design, build, test, and scale APIs faster. As Postman continues to grow, we are investing in enabling our technical customer-facing teams to deliver exceptional experiences for developers and enterprises.

We’re looking for a Technical Enablement Program Manager to build and scale enablement programs that empower our Solution Engineers (SEs) and Customer Solution Engineers (CSEs) to succeed with customers. In this role, you will ensure our technical teams have the deep platform knowledge, technical engagement skills, and practical tools they need to help customers evaluate, adopt, and expand their use of Postman. You’ll partner closely with Sales Engineering, Product, Product Marketing, and Revenue Operations to create structured technical enablement programs, hands-on learning experiences, and technical accreditation paths that raise the bar for technical excellence across the organization.

This role is ideal for someone who thrives at the intersection of technical depth, program management, and field enablement, and who enjoys helping technical teams become more effective in customer-facing situations.

What You’ll Do

Build and scale technical enablement programs

• Design and manage global technical enablement initiatives that support Solution Engineers and Customer Solution Engineers across the customer lifecycle.
• Develop scalable enablement frameworks that ensure technical teams can consistently deliver high-impact customer engagements.

Develop technical accreditation and certification programs

• Create structured technical accreditation programs that validate expertise in Postman’s platform and API workflows.
• Build learning paths that help technical teams continuously grow their platform knowledge and technical capabilities.

Enable Solution Engineers for successful customer evaluations

• Ensure SEs have strong technical acumen on Postman’s platform and how it fits into modern API and developer workflows.
• Build programs that strengthen:
• Technical discovery and solution mapping
• Technical storytelling and demo delivery
• Proof-of-Value (POV) design and execution
• Develop reusable demo frameworks, technical assets, and playbooks to support customer evaluations.

Enable Customer Solution Engineers to drive adoption and success

• Ensure CSEs are equipped to guide customers through technical onboarding and implementation.
• Build enablement programs focused on:
• Driving platform adoption and usage
• Best practices for scaling Postman across teams
• Supporting complex customer technical issues, including P0 technical support scenarios
• Guiding customers through enterprise API workflows and governance.

Partner cross-functionally across the company

• Collaborate with Product and Engineering to translate new platform capabilities into training, labs, and technical learning content.
• Partner with Sales Engineering and Customer Success leadership to identify skill gaps and prioritize enablement initiatives.
• Work with Product Marketing and RevOps to support new product launches and technical go-to-market initiatives.

Measure impact and continuously improve

• Define and track success metrics such as technical accreditation completion, demo effectiveness, POV success rates, onboarding effectiveness, and customer adoption metrics.
• Gather feedback from the field to continuously improve enablement programs and learning experiences.

About You

• 5+ years of experience in technical enablement, sales engineering enablement, developer enablement, or technical program management within a SaaS or developer-focused company.
• Experience working with Solution Engineers, Sales Engineers, Customer Success Engineers, or developer-facing teams.
• Strong understanding of API platforms, developer workflows, or technical SaaS products.
• Proven experience building technical training programs, certifications, or enablement frameworks.
• Ability to translate complex technical concepts into clear, practical learning experiences.
• Strong program management skills with the ability to drive cross-functional initiatives across global teams.
• Excellent communication and facilitation skills, with experience delivering workshops or technical enablement sessions.
• A data-driven mindset with the ability to connect enablement initiatives to customer outcomes and business impact.
• Experience with learning platforms (LMS), enablement tools, and content management systems is a plus.

The reasonably estimated base salary for this role ranges from $117,000 to $150,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, experience, and location.

The Opportunity

The Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, & management to create campaigns & prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience to set the stage for future product sales for Postman.

What You’ll Do

• Work with the Account Development Manager & cross functional teams to create strategic targets to identify & generate new & expansion business opportunities
• Meet or exceed strategic goals & committed targets by engaging with qualified leads & enabling the next step in the sales cycle
• Qualify opportunities by understanding business challenges while also educating them on the value of our product
• Complete detailed research within targeted accounts to identify key contacts & critical account information
• Identify & target strategic new prospects that would accelerate territory growth
• Select & engage with prospects that are identified through marketing efforts
• Become an expert in sales prospecting platforms & tools
• Use identified customer challenges to prescribe relevant campaigns & events to drive engagement
• Develop superior customer service relationships with prospects.
• Self audit activity to ensure accuracy & to enable improvement
• Proactively learn Postman’s product, competitive products, & market knowledge via website, online webinars, & other marketing information.
• Update lead status & all prospect interaction in CRM application daily
• Become an expert with sales enablement tools

About You

• 1‐2 years’ experience in business development, sales or related field.
• Fluent in both Danish and English.
• Experience with lead qualification at all levels within organizations – developers, managers, directors, VPs, executives is a plus.
• Ability to work in a high energy, fast‐paced sales environment. You think out-of-the-box and wow people with your interesting angles and quality work.
• Proficient with standard productivity tools.

What You’ll Do 

• Build a credible funnel for Postman Enterprise adoption within a portfolio of Postman’s most strategic prospects/customers
• Build strategic relationships with VP & C level contacts within target accounts
• Take ownership of the full sales cycle from lead to close.
• Provide detailed weekly reports on progress.
• Drive an effective land and expand motion to increase Postman’s footprint org wide.
• Help educate customers on the value of Postman Enterprise throughout the evaluation & adoption cycle.
• Generate short term results whilst maintaining a long term perspective to maximize overall revenue generation.
• Provide accurate monthly forecasting & revenue delivery.
• Collaborate & 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 & usage patterns

About You 

• 5+ years of Account Executive experience selling enterprise solutions across Japan
• Relevant experience targeting VPs & C suite executives
• Proven track record at a strategic level
• Experience selling developer &/or technical products a strong plus
• Strong experience managing a pipeline & closing large contracts
• Excellent communication skills both with customers & within an organization
• Proven negotiation & closing skills, as demonstrated by regularly exceeding sales targets while selling right-fit customers.
• Strong track record of navigating within large & mid-market organizations
• Ability to develop senior level relationships quickly & effectively
• Experience presenting to senior managers & the C-suite
• Ability to manage multiple opportunities simultaneously at various stages of the buying process
• Takes an active interest in increasing customer satisfaction & deepening customer relationships
• You are a Recruiter! Postman hires company builders & we want you to always be on the lookout for awesome talent to help us build out one of the best companies in the world!

About the Team

The Channel Sales team at Postman is responsible for scaling our enterprise business through strategic partners, including systems integrators, resellers, and technology alliances. We work cross-functionally with Sales, Solutions Engineering, Marketing, and Customer Success to drive partner-led demand, accelerate enterprise adoption, and expand Postman’s footprint within large organizations.

The Opportunity

As a Channel Sales Manager, you will play a critical role in accelerating Postman Enterprise adoption by developing and executing partner-led sales motions. This role is ideal for a seller who thrives in complex, multi-stakeholder environment

What You’ll Do

• Own and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology partners) to drive Postman Enterprise sales revenue
• Build and scale a partner-sourced and partner-influenced pipeline by enabling partners to identify, qualify, and progress opportunities within accounts with large Postman user bases
• Drive partner-led opportunities through the full lifecycle, from joint prospecting and deal qualification to close, in close alignment with direct sales teams
• Develop and execute joint territory and account plans with partners to drive consistent, repeatable enterprise adoption
• Enable partners through onboarding, training, and ongoing coaching to ensure they can effectively source opportunities, position, sell, and deliver Postman Enterprise
• Deliver early partner wins while building toward larger, multi-team enterprise deployments and long-term services-led expansion
• Educate partners and customers on the value of Postman Enterprise throughout the evaluation, adoption, and expansion lifecycle
• Navigate and influence key decision makers within customer organizations by leveraging partner relationships to expand executive-level awareness and engagement
• Act as a trusted advisor and strong listener, identify partner and customer needs and collaborate with internal Postman teams to ensure successful outcomes
• Provide detailed weekly reporting on pipeline health, partner performance, forecasts, and territory progress
• Communicate, organize, and appropriately escalate partner and customer issues including billing, legal, security, onboarding, and technical inquiries
• Collaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership to build and execute strategic adoption and expansion plans in large accounts
• Provide recommendations based on customer business objectives, usage patterns, and partner capabilities to maximize revenue and long-term value

About You

• 8+ years of experience in channel sales, partner management, alliances, or partner-focused GTM roles within an enterprise SaaS organization
• Proven experience working with AWS, systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenue
• Strong understanding of partner-led sales motions, including co-selling, joint account planning, and opportunity orchestration with direct sales teams
• Experience supporting complex enterprise deals by enabling and influencing partners rather than owning the direct customer close
• Familiarity with developer platforms, APIs, or highly technical products strongly preferred
• Ability to build trusted relationships with partner sellers, practice leaders, and executives, as well as internal sales and SE teams
• Strong communication and collaboration skills, with the ability to influence without direct authority
• Comfortable managing multiple partners and opportunities simultaneously across different stages of the sales cycle
• Data-driven approach to pipeline management, forecasting, and partner performance tracking
• Track record of driving outcomes through enablement, joint execution, and consistent partner engagement
• Customer-centric mindset, with a focus on driving successful adoption and long-term value through partners

Postman hires company builders. You enjoy building partner relationships, creating repeatable motions, and helping scale a high-impact channel business as part of one of the best companies in the world.

About the Team

The Channel Sales team at Postman is responsible for scaling our enterprise business through strategic partners, including systems integrators, resellers, and technology alliances. We work cross-functionally with Sales, Solutions Engineering, Marketing, and Customer Success to drive partner-led demand, accelerate enterprise adoption, and expand Postman’s footprint within large organizations.

The Opportunity

As a Channel Sales Manager, you will play a critical role in accelerating Postman Enterprise adoption by developing and executing partner-led sales motions. This role is ideal for a seller who thrives in complex, multi-stakeholder environment

What You’ll Do

• Own and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology partners) to drive Postman Enterprise sales revenue
• Build and scale a partner-sourced and partner-influenced pipeline by enabling partners to identify, qualify, and progress opportunities within accounts with large Postman user bases
• Drive partner-led opportunities through the full lifecycle, from joint prospecting and deal qualification to close, in close alignment with direct sales teams
• Develop and execute joint territory and account plans with partners to drive consistent, repeatable enterprise adoption
• Enable partners through onboarding, training, and ongoing coaching to ensure they can effectively source opportunities, position, sell, and deliver Postman Enterprise
• Deliver early partner wins while building toward larger, multi-team enterprise deployments and long-term services-led expansion
• Educate partners and customers on the value of Postman Enterprise throughout the evaluation, adoption, and expansion lifecycle
• Navigate and influence key decision makers within customer organizations by leveraging partner relationships to expand executive-level awareness and engagement
• Act as a trusted advisor and strong listener, identify partner and customer needs and collaborate with internal Postman teams to ensure successful outcomes
• Provide detailed weekly reporting on pipeline health, partner performance, forecasts, and territory progress
• Communicate, organize, and appropriately escalate partner and customer issues including billing, legal, security, onboarding, and technical inquiries
• Collaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership to build and execute strategic adoption and expansion plans in large accounts
• Provide recommendations based on customer business objectives, usage patterns, and partner capabilities to maximize revenue and long-term value

About You

• 8+ years of experience in channel sales, partner management, alliances, or partner-focused GTM roles within an enterprise SaaS organization
• Proven experience working with AWS, systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenue
• Strong understanding of partner-led sales motions, including co-selling, joint account planning, and opportunity orchestration with direct sales teams
• Experience supporting complex enterprise deals by enabling and influencing partners rather than owning the direct customer close
• Familiarity with developer platforms, APIs, or highly technical products strongly preferred
• Ability to build trusted relationships with partner sellers, practice leaders, and executives, as well as internal sales and SE teams
• Strong communication and collaboration skills, with the ability to influence without direct authority
• Comfortable managing multiple partners and opportunities simultaneously across different stages of the sales cycle
• Data-driven approach to pipeline management, forecasting, and partner performance tracking
• Track record of driving outcomes through enablement, joint execution, and consistent partner engagement
• Customer-centric mindset, with a focus on driving successful adoption and long-term value through partners

Postman hires company builders. You enjoy building partner relationships, creating repeatable motions, and helping scale a high-impact channel business as part of one of the best companies in the world.

The Opportunity

Postman is the world’s leading API platform, helping organizations across every industry collaboratively design, build, test, document, share, and manage their APIs.

Our rocket continues to reach new heights, which is why we are looking for an experienced Solutions Engineer to support our rapidly growing enterprise customer base.

As a Solutions Engineer at Postman, you will partner closely with the Sales, Product, and Customer Success teams to deliver technical expertise throughout the sales cycle. You will be a trusted advisor to our customers, helping them understand how Postman’s platform can streamline their API lifecycle, improve collaboration, and drive innovation. You will play a critical role in shaping customers’ API strategies, influencing product adoption, and ensuring technical success.

If you are passionate about APIs, software development, and solving complex customer challenges, we would love to have you on the team!

What You’ll Do

Account Strategy

• Lead technical discovery sessions to uncover customer challenges, understand pain points, and determine where Postman can provide the most value.
• Build and nurture strong relationships with technical leaders and decision-makers. Provide guidance on best practices for leveraging Postman effectively throughout the entire API lifecycle.
• Collaborate with customers to set clear success criteria, design and deliver tailored proofs of concept, and bring those goals to life through engaging demos, workshops, and hands-on sessions that highlight Postman’s strengths.
• Work closely with Sales, Product, and Customer Success teams to ensure alignment across plans and execution, driving outcomes that support customer goals.

Customer and Industry Insights

• Maintain a deep understanding of Postman’s capabilities, the API ecosystem, and industry trends (e.g., AI in API design, DevOps, and API security).
• Collect and share customer insights with Product and Engineering teams to influence roadmap decisions and enhance overall customer experience.

Marketing and Evangelism

• Represent Postman at industry events, conferences, and webinars. Create and share technical content (blogs, demos, tutorials) that highlight real-world use cases and best practices, showcasing Postman’s impact in the world of APIs and beyond.

About You

We recognize that every candidate brings a unique set of experiences and strengths. The following requirements are meant as a guideline. If you believe you can make an impact in this role, we encourage you to apply even if your background does not match every qualification listed below.

• 2+ years of experience in technical consulting, pre-sales engineering, or related roles.
• 5+ years of experience in software engineering.
• Expertise in one or more of the following:
• REST and GraphQL APIs
• API lifecycle management tools (e.g., Postman, Swagger/OpenAPI, Kong, Apigee)
• CI/CD and automation
• Cloud platforms (AWS, Azure, GCP)
• Modern software development practices
• Excellent communication skills in English, with comfort in customer-facing presentations. 
• Ability to travel up to 25% across the region, with occasional global travel for company events.

Account Strategy

• Lead technical discovery sessions to uncover customer challenges, understand pain points, and determine where Postman can provide the most value.
• Build and nurture strong relationships with technical leaders and decision-makers. Provide guidance on best practices for leveraging Postman effectively throughout the entire API lifecycle.
• Collaborate with customers to set clear success criteria, design and deliver tailored proofs of concept, and bring those goals to life through engaging demos, workshops, and hands-on sessions that highlight Postman’s strengths.
• Work closely with Sales, Product, and Customer Success teams to ensure alignment across plans and execution, driving outcomes that support customer goals.

Customer and Industry Insights

• Maintain a deep understanding of Postman’s capabilities, the API ecosystem, and industry trends (e.g., AI in API design, DevOps, and API security).
• Collect and share customer insights with Product and Engineering teams to influence roadmap decisions and enhance overall customer experience.

Marketing and Evangelism

• Represent Postman at industry events, conferences, and webinars. Create and share technical content (blogs, demos, tutorials) that highlight real-world use cases and best practices, showcasing Postman’s impact in the world of APIs and beyond.

About You

We recognize that every candidate brings a unique set of experiences and strengths. The following requirements are meant as a guideline. If you believe you can make an impact in this role, we encourage you to apply even if your background does not match every qualification listed below.

• 2+ years of experience in customer-facing roles, whether supporting internal teams or external clients.
• 5+ years of experience in software engineering.
• Expertise in one or more of the following:
• REST and GraphQL APIs
• API lifecycle management tools (e.g., Postman, Swagger/OpenAPI, Kong, Apigee)
• CI/CD and automation
• Cloud platforms (AWS, Azure, GCP)
• Modern software development practices
• Excellent communication skills in English, with comfort in customer-facing presentations.
• Ability to travel up to 25% across the EMEA region, with occasional global travel for company events.

The Opportunity

We are looking for a Key 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.

Location: We require sellers to in the office on the days they are not visiting customers. The Boston office is located at Two International Place, 90 Oliver Street, 5th Floor, Suite #510, Boston, MA 02110.

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 $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

We are looking for a Key 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.

Location: This is a hybrid job. We are looking for someone based in Minneapolis who will work from home, but is willing to visit customers in the Minneapolis area and in their territory. 

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 $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

With so many organizations using Postman, we are looking for an exceptional Corporate Solutions Engineer to join our team & help us support the growth of our customers in the corporate market. You will partner with our corporate sales team to promote an API-first development culture, nurture customer relationships, and guide Postman users in leveraging our platform to build their APIs most effectively. Ideally, we are looking for someone who lives & breathes APIs, has experience in corporate sales, is comfortable with JavaScript & is an expert Postman user already!

In addition to working with a product that customers already know and love, our sales, customer success, product, and engineering teams will support you well in this role.

What You’ll Do

• Help drive sales by nurturing prospects & supporting customers in our corporate market 
• Conduct discovery, qualification, technical demos, & proof of value workshops with prospective customers looking to embrace Postman for their API lifecycle
• Handle Postman technical questions or objections & provide solutions or workarounds to address customer needs
• Produce reusable collateral that can be distributed to help our prospective customers understand how to adopt API-first practices with Postman.
• Understand deeply our customer workflows today & how they can adopt API-first development best practices
• Share customer feedback with appropriate teams & provide general customer advocacy
• Remain up-to-date with the competitive landscape, current trends, & challenges in the API market
• Create proof of concept integrations, tooling, & workflows as needed to support prospective customers
• Maintain & develop customer sandbox environments & best practices for working with the product
• Act as a technical intermediary between sales & other teams to best fit our customer needs

About You

• 4+ years of corporate sales/solutions engineering experience
• 3+ years of software development experience 
• 3+ API’s and Data platforms experience
• Bachelor's degree in Computer Science, a related field, or relevant work experience
• Ability to travel up to 25%
• Loves teamwork & collaboration in a fast-paced environment
• Customer-facing experience & comfortable engaging all levels of technologists, including individual developers, QA, product, & engineering leaders
• Strong understanding of APIs, & experience with producing & consuming APIs across different domains
• Strong knowledge of modern development methodologies & DevOps with an appreciation of the software development life cycle
• Comfortable with the SaaS sales process & common security concerns of cloud services
• Experience executing sales strategies & sales methodologies like MEDDIC, Challenger Sale, Command of the Message, etc.
• Excellent listener who seeks to understand what a customer is trying to achieve rather than pre-supposing solutions
• Familiar with typical developer tooling: IDEs, Git, CI/CD, monitoring services, microservices, containers, cloud computing services, etc.
• Fast learner, excited & willing to learn new technology on an ongoing basis
• Excellent communication skills (presentation, verbal & written)

The Opportunity

The Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, & management to create campaigns & prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience to set the stage for future product sales for Postman.

What You’ll Do

• Work with the Account Development Manager & cross functional teams to create strategic targets to identify & generate new & expansion business opportunities
• Meet or exceed strategic goals & committed targets by engaging with qualified leads & enabling the next step in the sales cycle
• Qualify opportunities by understanding business challenges while also educating them on the value of our product
• Complete detailed research within targeted accounts to identify key contacts & critical account information
• Identify & target strategic new prospects that would accelerate territory growth
• Select & engage with prospects that are identified through marketing efforts
• Become an expert in sales prospecting platforms & tools
• Use identified customer challenges to prescribe relevant campaigns & events to drive engagement
• Develop superior customer service relationships with prospects.
• Self audit activity to ensure accuracy & to enable improvement
• Proactively learn Postman’s product, competitive products, & market knowledge via website, online webinars, & other marketing information.
• Update lead status & all prospect interaction in CRM application daily
• Become an expert with sales enablement tools

About You

• 1‐2 years’ experience in business development, sales or related field.
• Fluent German.
• Experience with lead qualification at all levels within organizations – developers, managers, directors, VPs, executives is a plus.
• Ability to work in a high energy, fast‐paced sales environment. You think out-of-the-box and wow people with your interesting angles and quality work.
• Proficient with standard productivity tools

The Opportunity

With so many organizations using Postman, we are looking for an exceptional Enterprise Solutions Engineer to join our team & help us support the growth of our enterprise business. You will partner with our sales team to promote an API-first development culture, nurture customer relationships, and guide Postman users in leveraging our platform to build their APIs most effectively. Ideally, we are looking for someone who lives & breathes APIs, has experience in enterprise sales, is comfortable with JavaScript & is an expert Postman user already!

In addition to working with a product that customers already know and love, our sales, customer success, product, and engineering teams will support you well in this role.

What You’ll Do

• Help drive enterprise sales by nurturing prospects & supporting Strategic & Enterprise customers
• Conduct discovery, qualification, technical demos, & proof of value workshops with prospective customers looking to embrace Postman for their API lifecycle
• Handle Postman technical questions or objections & provide solutions or workarounds to address customer needs
• Understand deeply our customer workflows today & how they can adopt API-first development best practices
• Share customer feedback with appropriate teams & provide general customer advocacy
• Remain up-to-date with the competitive landscape, current trends, & challenges in the API market
• Create proof of concept integrations, tooling, & workflows as needed to support prospective customers
• Maintain & develop customer sandbox environments & best practices for working with the product
• Act as a technical intermediary between sales & other teams to best fit our customer needs

About You

• 8+ years of enterprise sales/solutions engineering experience
• 4+ years of software development experience
• 4+ API’s and Data platforms experience
• Bachelor's degree in Computer Science, a related field, or relevant work experience
• Remote work friendly, with the ability to travel up to 50%
• Loves teamwork & collaboration in a fast-paced environment
• Customer-facing experience & comfortable engaging all levels of technologists, including individual developers, QA, product, & engineering leaders
• Experience engaging senior management & executive audiences to convey Postman's value proposition
• Capable of forging deep, long-lasting relationships with Strategic customers
• Strong understanding of APIs, & experience with producing & consuming APIs across different domains
• Strong understanding of modern development methodologies & DevOps with an appreciation of the software development life cycle
• Comfortable with the enterprise SaaS sales process & common security concerns of cloud services
• Experience executing enterprise sales strategies & sales methodologies like MEDDIC, Challenger Sale, Command of the Message, etc.
• Excellent listener who seeks to understand what a customer is trying to achieve rather than pre-supposing solutions
• Familiar with typical developer tooling: IDEs, Git, CI/CD, monitoring services, microservices, containers, cloud computing services, etc.
• Fast learner, excited & willing to learn new technology on an ongoing basis
• Excellent communication skills (presentation, verbal & written)

The reasonably estimated base salary for this role ranges from $200,000 to $245,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity.

Each SMB Account Executive has a set territory of accounts (up to 1,000 employees) across the DACH region, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working new inbound leads, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.

What You’ll Do. 

• Given a portfolio or group of organizations with the most promising growth opportunities, build a credible funnel for Postman Enterprise adoption
• Take ownership of the full sales cycle from lead to close
• Build a strategic outbound motion for your territory 
• Convert inbound leads to closed opportunities 
• Execute a land and expand sales strategy to drive widespread adoption and larger deployments
• Help educate customers on the value of Postman throughout the evaluation and adoption cycle
• Navigate key decision makers to build Postman Enterprise awareness within organizations
• Leverage data to understand your customers and prospects to gain insight into their business challenges
• Be a great listener, identify customer needs and collaborate with Postman teammates to ensure customer success
• Communicate and organize/escalate issues appropriately including: billing, legal, security, on-boarding, and technical inquiries
• Provide a detailed, accurate forecast
• Collaborate and work with Solutions Engineering, Customer Success Managers, Account Development representatives Leadership, etc. to build strategic adoption plans for customers in large accounts
• Provide recommendations based on customers’ business needs and usage patterns

About You. 

• Able to strategically map out and break into accounts
• Successful track record of pipeline generation 
• Relevant sales experience preferably in an Enterprise SaaS organization
• Experience selling developer and/or technical products a strong plus
• 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 organizations across multiple verticals/industries
• 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
• Teamplayer 
• Fluent in German and English 

The Opportunity

The Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, & management to create campaigns & prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience to set the stage for future product sales for Postman.

What You’ll Do

• Work with the Account Development Manager & cross functional teams to create strategic targets to identify & generate new & expansion business opportunities
• Meet or exceed strategic goals & committed targets by engaging with qualified leads & enabling the next step in the sales cycle
• Qualify opportunities by understanding business challenges while also educating them on the value of our product
• Complete detailed research within targeted accounts to identify key contacts & critical account information
• Identify & target strategic new prospects that would accelerate territory growth
• Select & engage with prospects that are identified through marketing efforts
• Become an expert in sales prospecting platforms & tools
• Use identified customer challenges to prescribe relevant campaigns & events to drive engagement
• Develop superior customer service relationships with prospects.
• Self audit activity to ensure accuracy & to enable improvement
• Proactively learn Postman’s product, competitive products, & market knowledge via website, online webinars, & other marketing information.
• Update lead status & all prospect interaction in CRM application daily
• Become an expert with sales enablement tools

About You

• 1‐2 years’ experience in business development, sales or related field.
• Fluent in Korean 
• Experience with lead qualification at all levels within organizations – developers, managers, directors, VPs, executives is a plus.
• Ability to work in a high energy, fast‐paced sales environment. You think out-of-the-box and wow people with your interesting angles and quality work.
• Proficient with standard productivity tools.

The Opportunity

We are looking for a Key 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 $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

About the Team

The Channel Sales team at Postman is responsible for scaling our enterprise business through strategic partners, including systems integrators, resellers, and technology alliances. We work cross-functionally with Sales, Solutions Engineering, Marketing, and Customer Success to drive partner-led demand, accelerate enterprise adoption, and expand Postman’s footprint within large organizations.

The Opportunity

As a Channel Sales Manager, you will play a critical role in accelerating Postman Enterprise adoption by developing and executing partner-led sales motions. This role is ideal for a seller who thrives in complex, multi-stakeholder environment

What You’ll Do

• Own and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology partners) to drive Postman Enterprise sales revenue
• Build and scale a partner-sourced and partner-influenced pipeline by enabling partners to identify, qualify, and progress opportunities within accounts with large Postman user bases
• Drive partner-led opportunities through the full lifecycle, from joint prospecting and deal qualification to close, in close alignment with direct sales teams
• Develop and execute joint territory and account plans with partners to drive consistent, repeatable enterprise adoption
• Enable partners through onboarding, training, and ongoing coaching to ensure they can effectively source opportunities, position, sell, and deliver Postman Enterprise
• Deliver early partner wins while building toward larger, multi-team enterprise deployments and long-term services-led expansion
• Educate partners and customers on the value of Postman Enterprise throughout the evaluation, adoption, and expansion lifecycle
• Navigate and influence key decision makers within customer organizations by leveraging partner relationships to expand executive-level awareness and engagement
• Act as a trusted advisor and strong listener, identify partner and customer needs and collaborate with internal Postman teams to ensure successful outcomes
• Provide detailed weekly reporting on pipeline health, partner performance, forecasts, and territory progress
• Communicate, organize, and appropriately escalate partner and customer issues including billing, legal, security, onboarding, and technical inquiries
• Collaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership to build and execute strategic adoption and expansion plans in large accounts
• Provide recommendations based on customer business objectives, usage patterns, and partner capabilities to maximize revenue and long-term value

About You

• 8+ years of experience in channel sales, partner management, alliances, or partner-focused GTM roles within an enterprise SaaS organization
• Proven experience working with AWS, systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenue
• Strong understanding of partner-led sales motions, including co-selling, joint account planning, and opportunity orchestration with direct sales teams
• Experience supporting complex enterprise deals by enabling and influencing partners rather than owning the direct customer close
• Familiarity with developer platforms, APIs, or highly technical products strongly preferred
• Ability to build trusted relationships with partner sellers, practice leaders, and executives, as well as internal sales and SE teams
• Strong communication and collaboration skills, with the ability to influence without direct authority
• Comfortable managing multiple partners and opportunities simultaneously across different stages of the sales cycle
• Data-driven approach to pipeline management, forecasting, and partner performance tracking
• Track record of driving outcomes through enablement, joint execution, and consistent partner engagement
• Customer-centric mindset, with a focus on driving successful adoption and long-term value through partners

Postman hires company builders. You enjoy building partner relationships, creating repeatable motions, and helping scale a high-impact channel business as part of one of the best companies in the world.

About the Team

The Channel Sales team at Postman is responsible for scaling our enterprise business through strategic partners, including systems integrators, resellers, and technology alliances. We work cross-functionally with Sales, Solutions Engineering, Marketing, and Customer Success to drive partner-led demand, accelerate enterprise adoption, and expand Postman’s footprint within large organizations.

The Opportunity

As a Channel Sales Manager, you will play a critical role in accelerating Postman Enterprise adoption by developing and executing partner-led sales motions. This role is ideal for a seller who thrives in complex, multi-stakeholder environment

What You’ll Do

• Own and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology partners) to drive Postman Enterprise sales revenue
• Build and scale a partner-sourced and partner-influenced pipeline by enabling partners to identify, qualify, and progress opportunities within accounts with large Postman user bases
• Drive partner-led opportunities through the full lifecycle, from joint prospecting and deal qualification to close, in close alignment with direct sales teams
• Develop and execute joint territory and account plans with partners to drive consistent, repeatable enterprise adoption
• Enable partners through onboarding, training, and ongoing coaching to ensure they can effectively source opportunities, position, sell, and deliver Postman Enterprise
• Deliver early partner wins while building toward larger, multi-team enterprise deployments and long-term services-led expansion
• Educate partners and customers on the value of Postman Enterprise throughout the evaluation, adoption, and expansion lifecycle
• Navigate and influence key decision makers within customer organizations by leveraging partner relationships to expand executive-level awareness and engagement
• Act as a trusted advisor and strong listener, identify partner and customer needs and collaborate with internal Postman teams to ensure successful outcomes
• Provide detailed weekly reporting on pipeline health, partner performance, forecasts, and territory progress
• Communicate, organize, and appropriately escalate partner and customer issues including billing, legal, security, onboarding, and technical inquiries
• Collaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership to build and execute strategic adoption and expansion plans in large accounts
• Provide recommendations based on customer business objectives, usage patterns, and partner capabilities to maximize revenue and long-term value

About You

• 8+ years of experience in channel sales, partner management, alliances, or partner-focused GTM roles within an enterprise SaaS organization
• Proven experience working with AWS, systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenue
• Strong understanding of partner-led sales motions, including co-selling, joint account planning, and opportunity orchestration with direct sales teams
• Experience supporting complex enterprise deals by enabling and influencing partners rather than owning the direct customer close
• Familiarity with developer platforms, APIs, or highly technical products strongly preferred
• Ability to build trusted relationships with partner sellers, practice leaders, and executives, as well as internal sales and SE teams
• Strong communication and collaboration skills, with the ability to influence without direct authority
• Comfortable managing multiple partners and opportunities simultaneously across different stages of the sales cycle
• Data-driven approach to pipeline management, forecasting, and partner performance tracking
• Track record of driving outcomes through enablement, joint execution, and consistent partner engagement
• Customer-centric mindset, with a focus on driving successful adoption and long-term value through partners

Postman hires company builders. You enjoy building partner relationships, creating repeatable motions, and helping scale a high-impact channel business as part of one of the best companies in the world.

The reasonably estimated OTE for this role is $300,000 to $375,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

With every major Fortune 1000 company in the world using Postman at some level, we are positioned to expand our Enterprise presence exponentially over the coming year and are looking for a seasoned Sales Leader to grow and develop a team of Corporate Account Executives to seamlessly navigate the enterprise sales cycle and effectively close deals. This is a unique opportunity to rapidly scale a Mid-Market sales team in alignment with our fast-growing Enterprise business. The ideal candidate is energetic and passionate and has personally driven teams to achieve significant sales growth at technical Enterprise SaaS companies.

What You’ll Do

• Scale, manage and mentor a team of Corporate AEs by promoting a culture of revenue success. Deliver and exceed your team’s quarterly/annual sales targets. 
• Drive business growth for Postman with new and existing enterprise accounts and ensure excellence with reporting, pipeline management and overall customer satisfaction.
• Coach team members to develop territory plans for winning and expanding business across the Mid-Market segment.
• Guide the team on how to educate customers on the value of Postman paid plans and to navigate key decision makers to grow Postman awareness.
• Provide accurate and timely sales forecasts and maintain records in all internal CRM and reporting tools.
• Communicate and organize/escalate issues appropriately including: billing, legal, security, on-boarding, and technical inquiries.
• Collaborate with Solutions Engineering, Customer Success, and Account Development to build strategic adoption plans for customers in large accounts.
• Provide recommendations based on customers’ business needs and usage patterns.
• Listen closely and continuously work to educate and promote growth for direct reports.

About You

• 3+ years of experience as a high-growth SaaS leader over a hybrid inside/field sales team. 
• Track record of consistent performance in meeting and exceeding team goals. 
• 3+ years of experience translating highly technical products into quantified business value.
• Success implementing strategies for consumption and commitment-based sales revenue models.
• Strong knowledge across sales and forecast frameworks (e.g. MEDDIC, Sandler,  Miller Heiman, Corporate Visions). 
• Proven ability to coach and develop sales fundamentals to AEs, including and not limited to prospecting, forecasting, negotiation, and closing strategies.
• Exceptional communication skills both with customers and within an organization, including presenting effectively to senior leadership and the C Suite.
• Excellent multi-tasking abilities to close strategic projects with finesse and urgency.  
• Capable of navigating within large enterprise and mid-market organizations, and building relations with critical senior level contacts.
• Demonstrated empathy to increase customer satisfaction and loyalty.

The Opportunity

Postman is the world’s leading API platform, helping organizations across every industry collaboratively design, build, test, document, share, and manage their APIs.

Our rocket continues to reach new heights, which is why we are looking for an experienced Solutions Engineer to support our rapidly growing enterprise customer base in the Nordics region.

As a Solutions Engineer at Postman, you will partner closely with the Sales, Product, and Customer Success teams to deliver technical expertise throughout the sales cycle. You will be a trusted advisor to our customers, helping them understand how Postman’s platform can streamline their API lifecycle, improve collaboration, and drive innovation. You will play a critical role in shaping customers’ API strategies, influencing product adoption, and ensuring technical success.

If you are passionate about APIs, software development, and solving complex customer challenges, we would love to have you on the team!

What You’ll Do

Account Strategy

• Lead technical discovery sessions to uncover customer challenges, understand pain points, and determine where Postman can provide the most value.
• Build and nurture strong relationships with technical leaders and decision-makers. Provide guidance on best practices for leveraging Postman effectively throughout the entire API lifecycle.
• Collaborate with customers to set clear success criteria, design and deliver tailored proofs of concept, and bring those goals to life through engaging demos, workshops, and hands-on sessions that highlight Postman’s strengths.
• Work closely with Sales, Product, and Customer Success teams to ensure alignment across plans and execution, driving outcomes that support customer goals.

Customer and Industry Insights

• Maintain a deep understanding of Postman’s capabilities, the API ecosystem, and industry trends (e.g., AI in API design, DevOps, and API security).
• Collect and share customer insights with Product and Engineering teams to influence roadmap decisions and enhance overall customer experience.

Marketing and Evangelism

• Represent Postman at industry events, conferences, and webinars. Create and share technical content (blogs, demos, tutorials) that highlight real-world use cases and best practices, showcasing Postman’s impact in the world of APIs and beyond.

About You

• 5+ years of experience in technical consulting, pre-sales engineering, or related roles.
• 5+ years of experience in software engineering.
• Expertise in one or more of the following:
• REST and GraphQL APIs
• API lifecycle management tools (e.g., Postman, Swagger/OpenAPI, Kong, Apigee)
• CI/CD and automation
• Cloud platforms (AWS, Azure, GCP)
• Modern software development practices
• Excellent communication skills in English, with comfort in customer-facing presentations. Communication skills in Danish or Swedish are a plus.
• Ability to travel up to 25% across the EMEA region, with occasional global travel for company events.

About the Team

The Channel Sales team at Postman is responsible for scaling our enterprise business through strategic partners, including systems integrators, resellers, and technology alliances. We work cross-functionally with Sales, Solutions Engineering, Marketing, and Customer Success to drive partner-led demand, accelerate enterprise adoption, and expand Postman’s footprint within large organizations.

The Opportunity

As a Channel Sales Manager, you will play a critical role in accelerating Postman Enterprise adoption by developing and executing partner-led sales motions. This role is ideal for a seller who thrives in complex, multi-stakeholder environment

What You’ll Do

• Own and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology partners) to drive Postman Enterprise sales revenue
• Build and scale a partner-sourced and partner-influenced pipeline by enabling partners to identify, qualify, and progress opportunities within accounts with large Postman user bases
• Drive partner-led opportunities through the full lifecycle, from joint prospecting and deal qualification to close, in close alignment with direct sales teams
• Develop and execute joint territory and account plans with partners to drive consistent, repeatable enterprise adoption
• Enable partners through onboarding, training, and ongoing coaching to ensure they can effectively source opportunities, position, sell, and deliver Postman Enterprise
• Deliver early partner wins while building toward larger, multi-team enterprise deployments and long-term services-led expansion
• Educate partners and customers on the value of Postman Enterprise throughout the evaluation, adoption, and expansion lifecycle
• Navigate and influence key decision makers within customer organizations by leveraging partner relationships to expand executive-level awareness and engagement
• Act as a trusted advisor and strong listener, identify partner and customer needs and collaborate with internal Postman teams to ensure successful outcomes
• Provide detailed weekly reporting on pipeline health, partner performance, forecasts, and territory progress
• Communicate, organize, and appropriately escalate partner and customer issues including billing, legal, security, onboarding, and technical inquiries
• Collaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership to build and execute strategic adoption and expansion plans in large accounts
• Provide recommendations based on customer business objectives, usage patterns, and partner capabilities to maximize revenue and long-term value

About You

• 8+ years of experience in channel sales, partner management, alliances, or partner-focused GTM roles within an enterprise SaaS organization
• Fluent in Portuguese is required 
• Proven experience working with AWS, systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenue
• Strong understanding of partner-led sales motions, including co-selling, joint account planning, and opportunity orchestration with direct sales teams
• Experience supporting complex enterprise deals by enabling and influencing partners rather than owning the direct customer close
• Familiarity with developer platforms, APIs, or highly technical products strongly preferred
• Ability to build trusted relationships with partner sellers, practice leaders, and executives, as well as internal sales and SE teams
• Strong communication and collaboration skills, with the ability to influence without direct authority
• Comfortable managing multiple partners and opportunities simultaneously across different stages of the sales cycle
• Data-driven approach to pipeline management, forecasting, and partner performance tracking
• Track record of driving outcomes through enablement, joint execution, and consistent partner engagement
• Customer-centric mindset, with a focus on driving successful adoption and long-term value through partners

Postman hires company builders. You enjoy building partner relationships, creating repeatable motions, and helping scale a high-impact channel business as part of one of the best companies in the world.

The reasonably estimated OTE for this role is $300,000 to $375,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

The Opportunity

The Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, & management to create campaigns & prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience to set the stage for future product sales for Postman.

What You’ll Do

• Work with the Account Development Manager & cross functional teams to create strategic targets to identify & generate new & expansion business opportunities
• Meet or exceed strategic goals & committed targets by engaging with qualified leads & enabling the next step in the sales cycle
• Qualify opportunities by understanding business challenges while also educating them on the value of our product
• Complete detailed research within targeted accounts to identify key contacts & critical account information
• Identify & target strategic new prospects that would accelerate territory growth
• Select & engage with prospects that are identified through marketing efforts
• Become an expert in sales prospecting platforms & tools
• Use identified customer challenges to prescribe relevant campaigns & events to drive engagement
• Develop superior customer service relationships with prospects.
• Self audit activity to ensure accuracy & to enable improvement
• Proactively learn Postman’s product, competitive products, & market knowledge via website, online webinars, & other marketing information.
• Update lead status & all prospect interaction in CRM application daily
• Become an expert with sales enablement tools

About You

• 1‐2 years’ experience in business development, sales or related field.
• Fluent in both Dutch and English.
• Experience with lead qualification at all levels within organizations – developers, managers, directors, VPs, executives is a plus.
• Ability to work in a high energy, fast‐paced sales environment. You think out-of-the-box and wow people with your interesting angles and quality work.
• Proficient with standard productivity tools.