Enterprise Account Executive

What You'll Do Prospect, qualify, and close new enterprise accounts within an assigned territory or named account list across IT/ITES organizations. Own the complete sales cycle—from outbound prospecting and discovery to product demonstrations, proof-of-value engagements, commercial negotiations, and contract closure. Build and maintain a self-generated pipeline of 3–4x quarterly quota through outbound outreach, partner collaboration, industry events, referrals, and inbound opportunities. Develop relationships with technical buyers including VP Engineering, Engineering Directors, Platform Architects, DevOps Leaders, and Enterprise Architects. Engage executive stakeholders including CTOs, CIOs, CPOs, Heads of Engineering, and Digital Transformation leaders. Partner closely with SDRs and Solutions Engineers to conduct discovery workshops and demonstrate business value aligned to customer priorities. Deliver compelling product demonstrations and executive presentations that highlight how Postman improves developer productivity, API governance, collaboration, testing automation, and AI readiness. Maintain accurate opportunity management, forecasting, and pipeline hygiene within Salesforce. Meet and exceed quarterly and annual new ARR targets. Collaborate with Customer Success teams to ensure successful onboarding, adoption, and expansion opportunities post-sale. Represent Postman at industry events, technology conferences, developer communities, and customer engagements. Stay informed on market trends and competitive solutions across API management, developer tooling, DevOps, cloud, testing, observability, and AI development platforms. What We're Looking For Required Qualifications 13–15 years of B2B technology sales experience with a strong track record in enterprise SaaS, developer tools, cloud, infrastructure, or platform software. Proven history of new logo acquisition and consistent quota attainment at or above target across multiple years. Experience selling into IT/ITES organizations such as TCS, Infosys, Wipro, HCLTech, Tech Mahindra, LTIMindtree, Cognizant, Capgemini, Nagarro, Coforge, Birlasoft, Publicis Sapient, GlobalLogic, and similar enterprises. Strong understanding of enterprise software buying cycles and stakeholder management. Experience engaging engineering, platform, infrastructure, cloud, DevOps, and product organizations. Strong presentation, negotiation, and executive communication skills. Experience managing complex multi-stakeholder enterprise sales cycles. Proficiency with Salesforce and modern sales engagement platforms. Self-starter with a hunter mentality and the ability to independently generate and close opportunities. Preferred Qualifications Existing network across IT Services, Digital Engineering, GCCs, SaaS companies, and technology consulting firms in Delhi NCR and North India. Experience working at a Product-Led Growth (PLG) company. Familiarity with Postman or adjacent developer-focused platforms. Experience selling developer productivity, DevOps, cloud-native, API management, observability, testing, or security solutions. Experience with enterprise sales methodologies such as MEDDIC, Challenger Sale, or Command of the Message. Understanding of API-first architectures, microservices, cloud-native development, and enterprise AI 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, New York City, 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.