Commercial Account Executive

Postman; Austin (TX); On-site; USD 137,000 - 170,000; Full time

Benefits offered by this job

Medical coverage

Flexible PTO

Wellness reimbursement

Lunch stipend

Job summary

Postman is seeking a high‑performing Commercial Account Executive to own the full sales cycle within a ~400 account territory. You will strategize, source outbound opportunities, and drive enterprise adoption of Postman’s Enterprise Suite, engaging founders, developers, and platform teams to unlock scalable API solutions.

The ideal candidate has demonstrated sales growth in technical SaaS, with ability to map accounts, navigate organizations, and present to C‑suite executives.

Qualifications

• Top performer with 2–3 years of experience hunting and closing net new logos.
• Experience sourcing pipeline outside of inbound lead flow.
• Able to strategically map out and penetrate enterprise accounts.
• Experience selling developer/technical products in an Enterprise SaaS setting.

Responsibilities

• Own the full sales cycle from prospecting to closure.
• Build and execute a strategic plan for your territory.
• Create and manage outbound opportunities and land-and-expand strategies.
• Educate customers on Postman Enterprise across evaluation and adoption stages.
• Navigate decision-makers to raise Postman Enterprise awareness.
• Provide accurate forecasts and collaborate with cross-functional teams.

Skills

New logo sales

Pipeline generation

Strategic account planning

Enterprise SaaS sales

Technical sales

Executive relationships

C-suite presentations

Forecasting

Job description

The Opportunity

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.

What You’ll Do

• 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 organise 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!

About You

• 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

The reasonably estimated compensation range for the role is $137,000 to $170,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

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.

Equal opportunity

Postman is an Equal Employment Opportunity and Aff… with regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.