Key Account Director

Postman•New York, DC

3d•$370,000 - $420,000•Onsite

About The Position

Postman is seeking a Key Account Director to lead growth across a portfolio of strategic enterprise accounts. The role is part of a strategic go-to-market motion focused on deepening engagement with large enterprises, expanding Postman’s footprint, and delivering the full value of its platform. The director works with a pod that includes a Principal Solutions Engineer and a Field CTO to build long-term, value-based customer relationships, engage senior technology leaders, identify complex challenges, and drive adoption of Postman’s enterprise and platform solutions at scale. This is a strategic account expansion and solution-selling role rather than a traditional transactional sales position. The Key Account Director leads multi-threaded enterprise engagement and complex sales cycles, develops tailored value propositions, coordinates internal teams to maximize customer outcomes, and tracks account performance. The position also serves as a thought partner to customers on industry trends, including agentic AI, workflow automation, and cloud-native development. Postman values in-person collaboration. Roles based in its San Francisco Bay Area, Boston, Austin, New York City, Tokyo, and London hubs are in office five days a week. Bangalore-based employees currently work in office three days a week, with a transition to five days per week planned by the end of the year.

Requirements

10–15 years of enterprise sales experience.
Proven track record in strategic account management and expansion.
Experience selling technical and platform products, such as developer tools, SaaS platforms, cloud infrastructure, or security solutions.
Demonstrated success in solution selling, engaging senior technology leaders, and driving multi-million-dollar expansion deals.
Experience managing long sales cycles and growing accounts over time.
Ability to navigate large, complex organizations with thousands of users and multiple stakeholders.
Collaborative mindset and experience working closely with technical teams, including solutions engineers, architects, and CTOs.
Deep understanding of enterprise buyer personas in security, collaboration, platform, and developer productivity.
Curiosity and fluency in emerging technologies, particularly AI and agentic AI, and their potential to automate workflows and deliver customer value.
Strong executive presence, relationship-building skills, and ability to influence at the C-suite level.

Responsibilities

Own and grow a portfolio of strategic enterprise accounts, such as Fortune 500 companies, cloud-first companies, and large-scale developer organizations.
Engage senior buyers—including CIOs, CTOs, and 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 turn large-scale developer adoption into enterprise-wide value.
Lead complex solution sales cycles across collaboration, security, API governance, and emerging AI-enabled workflows.
Identify customer pain points and develop tailored value propositions that demonstrate return on investment and impact at scale.
Coordinate engagement with Customer Success, Product, and Marketing to maximize customer outcomes.
Track, forecast, and report on account progress, pipeline health, and business results.
Act as a thought partner to accounts and stay current on trends such as agentic AI, workflow automation, and cloud-native development.
Partner with relevant stakeholders to drive account strategy and expansion.