Commercial Account Executive

Postman•Austin, TX

48d•$137,000 - $170,000•Hybrid

About The Position

Each Commercial Account Executive has a territory of around 400 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts with fewer than 250 employees, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. You'll work directly with technical founders, developers, and platform teams to help them adopt Postman and unlock better ways to build, test, and scale APIs. 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.

Requirements

A top performer with 2-3 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

Responsibilities

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!