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Enterprise / Principal Field Engineer
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What Cognite is: Relentless to achieve
Cognite operates at the forefront of industrial digitalization, building AI, and data solutions that solve the world’s hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements.
We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you’ll feel right at home here.
Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future.
How you’ll demonstrate Ownership
The Enterprise Field Engineering team leads the technical relationship as a customer scales beyond initial implementations and deployments into broader expansion and full enterprise-wide adoption. Enterprise Field Engineers help to validate technology fit, architect and demonstrate new use cases and support deployment and operationalization as adoption expands. They are also essential in enabling our partner ecosystem, ensuring solution integrity, and elevating the Cognite experience through feedback loops to Product and Customer Enablement.
The Enterprise Field Engineering team works in close partnership with the Account Management team to grow and expand customers to enterprise scale and beyond.The Impact you bring to Cognite
Client Engagement and Solution Development
- You act as a technical liaison to key clients, establishing trusted relationships and ensuring alignment on solutions, integration architectures, and technical roadmaps to secure their willingness and confidence to scale and expand their use of Cognite Data Fusion®.
- Your close collaboration with Account Managers and Sales teams results in identified and prioritized client opportunities that drive mutual business value.
Client Education and Technical Representation
- You educate clients on Cognite Data Fusion® and related offerings, leading to successful adoption, solution integration, and value realization.
- You develop client-focused demos, reference architectures, and solution accelerators utilized by Cognite teams and customers.
- You represent Cognite in client meetings, workshops, and technical briefings to leverage your technical expertise to build client confidence.
Internal Collaboration and Product Alignment
- You act as a bridge between clients and Cognite’s Product organization, translating client feedback and needs into clear, actionable product requirements.
- You ensure client-integrated solutions are technically feasible, scalable, and aligned with Cognite’s broader product strategy.
- You provide continuous technical feedback and market insights from client interactions to inform product development and enhance competitive positioning.
Sales and Field Engineering Enablement
- You partner with field engineering and sales teams to provide technical support on client opportunities, including technical account strategy, solution architecture, and use-case development.
- You serve as a technical escalation point for complex client engagements, offering guidance and assistance to the broader sales organization.
- You organize and manage client workshops and technical meetings, ensuring high-quality execution and alignment with client objectives.
Technical Leadership and Best Practices
- You develop and promote best practices, frameworks, and reference architectures to strengthen Cognite’s position as a leader in client-focused industrial solutions.
- You mentor other Field Engineers, sharing technical expertise and best practices related to client engagement and solution development.
- You share insights and learnings from client interactions to enhance team effectiveness and responsiveness to market demands.
Required qualifications
- Extensive experience (5+ years) in solution architecture, field engineering, or technical presales/postsales roles, ideally in enterprise SaaS, cloud platforms, or industrial software.
- Hands-on in Python, as well as good hands-on expertise with software development best practices.
- Strong client-facing skills, with experience building trusted relationships with technology partners, enterprise clients, and internal stakeholders to co-create solutions and drive joint opportunities.
- Expertise in industrial data, OT/IT convergence, and data integration patterns, with the ability to design scalable architectures that connect operational and enterprise systems.
- Good understanding of data platforms, APIs, and integration methods, including data pipelines, storage, security, and governance — particularly in cloud and hybrid environments.
Preferred qualifications
- Education or practical experience relevant to our key industry focus areas. (E.g. petroleum engineering, chemical engineering, mechanical engineering, control system engineering, process engineering, etc.)
- Knowledge of services and architectures provided by hyper scalers such as Azure, AWS and GCP.
- Demonstrated ability to lead technical validations and solution accelerators that showcase the value of complex integrated solutions to partners and customers.
- Experience working closely with product and engineering teams, providing field feedback to shape product development and align solutions with customer and partner needs.
- Strong communication, presentation, and influencing skills, with the ability to translate complex technical concepts into business value for diverse audiences including executives, partners, and technical teams.
- Impact 2025
- Cognite's Industrial AI: Moonshot
- We’re globally recognized domain experts with an international presence that spans Phoenix, Houston, Oslo Tokyo, Bengaluru, and Abu Dhabi.
Ready to apply?
Apply to Cognite - AI for Industry
Who Are We?
Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.
The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman.
P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.
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.
What Else?
In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves.
At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom.
Our Values
At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.
Equal opportunity
Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.
Ready to apply?
Apply to Postman