Mid-Market Account Executive

About the Role

Postman is the world's leading API platform, used by over 45 million developers and 500,000 organizations, including 98% of the Fortune 500. The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore. With a strong commitment to innovation and customer satisfaction, Postman is an exciting place to work and grow your career.

What You Will 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, and other teams to build strategic adoption plans for customers in large accounts

What We Are Looking For

• A top performer with 3-5 years of experience hunting and closing net new logos
• Experience with creatively sourcing pipeline outside of inbound lead flow
• Ability 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

Nice to Have

• Experience with Excel and sales analytics tools
• Knowledge of API-related technologies and trends
• Familiarity with the developer and technical product sales ecosystem

Benefits and Perks

• Competitive salary and benefits package
• Opportunity to work with a leading API platform and innovative company
• Collaborative and dynamic work environment
• Professional development and growth opportunities
• Remote work options and flexible working hours
• Access to cutting-edge technologies and tools
• Recognition and reward for outstanding performance

• Make sure to highlight your experience with sales analytics tools, such as Excel, in your application and during interviews.
• Research Postman's API-first approach and be prepared to discuss how you can contribute to the company's mission.
• Develop a strong understanding of the sales cycle and be able to provide examples of your experience in managing sales pipelines.
• Practice your presentation skills, as you will be expected to present to senior managers and the C-suite.
• Be prepared to discuss your experience with creatively sourcing pipeline outside of inbound lead flow and how you can apply this skill to the Mid-Market Account Executive role.
• Review the company's website and social media to get a sense of the company culture and values, and be prepared to discuss how you align with them.