# Key Account Director

**Company:** [Postman](https://hotfix.jobs/companies/postman)
**Location:** Austin, TX, San Francisco, CA, Boston, MA, New York, NY
**Role:** Account Management
**Salary:** $320k – $420k/yr
**Experience:** 10+ years
**Skills:** SaaS, Developer Tools, Api Platforms, Solution Selling, Account Management, AI, Cloud Infrastructure, Security Solutions, Api Governance, Salesforce
**Posted:** 2026-02-17

> Leads growth and expansion in strategic enterprise accounts through multi-threaded sales, solution selling to C-level execs, and collaboration with technical pods. Requires 10-15 years enterprise sales experience with technical platform products.

## Job Description

## The Opportunity

We are looking for a Strategic Account Director to lead growth within Postman’s most important enterprise accounts. This role focuses on strategic account expansion, multi-threaded enterprise engagement, and solution selling. You will be paired with a pod including a Principal Solutions Engineer and Field CTO to build long-term relationships with senior technology leaders.

## What You’ll Do
- 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 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.

## About You
- **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.

**Compensation**: The reasonably estimated OTE for this role is $320,000-$420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

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