Senior Mid-Market Account Executive

Doist; Boston (MA); On-site; USD 200,000 - 260,000; Full time

Benefits offered by this job

Full medical coverage

Flexible PTO

Wellness reimbursement

Monthly lunch stipend

Job summary

Postman, a leading API platform, seeks an experienced Mid Market Account Executive to own the full sales cycle from prospecting to closure. You will craft a territory plan, build outbound opportunities, and drive land-and-expand deployments across large accounts, educating customers on the Enterprise Suite.

The ideal candidate has 5-7 years of enterprise SaaS sales, strong communication, and proven negotiation skills, with a track record of breaking into accounts and building executive

Qualifications

• 5-7 years experience hunting and closing net new logos.
• Experience sourcing pipeline outside of inbound lead flow.
• Strategically map and break into accounts.
• Enterprise SaaS sales experience.
• Experience selling developer/technical products.
• Excellent communication with customers and internal teams.
• Proven negotiation and closing skills with targets.
• Ability to build senior-level relationships quickly.
• Experience presenting to senior managers and the C-suite.
• Manage multiple opportunities at different buying stages.
• Active interest in increasing customer satisfaction and deepening 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 land-and-expand strategy for adoption and deployments.
• Educate customers on Postman value during evaluation and adoption.
• Navigate decision makers to build Enterprise awareness.
• Leverage data to understand customers and challenges.
• Provide recommendations based on customer needs and usage.
• Collaborate with teammates to ensure long-term success.
• Communicate and organize topics including billing, legal, security, onboarding, inquiries.
• Provide a detailed and accurate forecast.
• Work with Solutions Engineering, Customer Success, and Leadership on adoption plans.

Skills

Net new logos

Pipeline sourcing

Account mapping

Enterprise SaaS

Developer/technical products

Communication

Negotiation & closing

Relationship building

Executive presentation

Multi-opportunity management

Customer satisfaction

Job description

Who Are We? Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster. The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore – where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman. P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

The Opportunity

Each Mid Market Account Executive has a territory of around 100 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working with Sales Development representatives, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. 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 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!

About You

• A top performer with 5-7 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 $200,000 to $260,000 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.

Benefits and Culture

• 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 Affidative 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.