Mid Market Account Executive

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.

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 3-5 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

Compensation: $180,000 to $230,000 OTE, plus competitive equity package. Actual compensation based on skills, qualifications, and experience.

Benefits: Full medical coverage, flexible PTO, wellness reimbursement, monthly lunch stipend, wellness programs, team-building events, donation-matching program.