Key Account Director

Postman•Tysons, VA

4d•$350,000 - $420,000•Onsite

About The Position

Postman is seeking a Key Account Director to lead growth within its most important enterprise accounts. This role is part of a new strategic go-to-market motion focused on deepening engagement with large enterprises, expanding Postman's footprint, and delivering the full value of the Postman platform. The Key Account Director will be paired with a Principal Solutions Engineer and a Field CTO, forming a high-caliber account team. Together, they will engage senior technology leaders, uncover complex challenges, and drive adoption of Postman’s enterprise and platform solutions at scale. This is a strategic account expansion, multi-threaded enterprise engagement, and solution selling role, not a traditional sales role.

Requirements

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.

Responsibilities

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.