[Remote] Key Account Director

Note: The job is a remote job and is open to candidates in USA. Postman is the world’s leading API platform, used by over 45 million developers globally. They are seeking a Key Account Director to lead growth within strategic enterprise accounts, focusing on deep engagement and solution selling to expand their market presence.

Responsibilities

• Own and grow a portfolio of strategic enterprise accounts (e.g., Fortune 500, cloud-first companies, large-scale developer organizations)
• Deeply engage with senior buyers—CIOs, CTOs, 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 convert massive developer adoption (tens of thousands of users) into enterprise-wide value
• Lead complex solution sales cycles across collaboration, security, API governance, and emerging AI-enabled workflows
• Identify customer pain points and design tailored value propositions that demonstrate ROI and impact at scale
• Orchestrate cross-functional engagement with Customer Success, Product, and Marketing to maximize customer outcomes
• Track, forecast, and report on account progress, pipeline health, and business results
• Be a thought partner to your accounts, staying ahead of industry trends like agentic AI, workflow automation, and cloud-native development
• Partner with relevant stakeholders to drive account strategy and expansion

Skills

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

Benefits

• A competitive equity package
• Full medical coverage
• Flexible PTO
• Wellness reimbursement
• A monthly lunch stipend
• Wellness programs will help you stay in the best of your physical and mental health
• Frequent and fascinating team-building events
• Donation-matching program can support the causes you care about

Company Overview