Enterprise Account Executive
Owns new enterprise revenue for the IT/ITES vertical by prospecting, managing complex sales cycles, and closing software deals. The role requires 13–15 years of B2B technology sales experience, strong executive relationships, and consistent quota attainment.
About the job
Responsibilities
- Prospect, qualify, and close new enterprise accounts within assigned IT/ITES territories or named account lists.
- Own the full sales cycle, from outbound prospecting and discovery through product demonstrations, proof-of-value engagements, negotiations, and contract closure.
- Build a self-generated pipeline of 3–4× quarterly quota through outbound outreach, partners, events, referrals, and inbound opportunities.
- Develop relationships with engineering, platform, DevOps, infrastructure, cloud, and enterprise architecture stakeholders.
- Engage executive buyers including CTOs, CIOs, CPOs, heads of engineering, and digital transformation leaders.
- Partner with SDRs and Solutions Engineers on discovery workshops and demonstrations.
- Deliver product demonstrations and executive presentations focused on developer productivity, API governance, collaboration, testing automation, and AI readiness.
- Maintain accurate opportunity management, forecasting, and pipeline hygiene in Salesforce.
- Meet and exceed quarterly and annual new ARR targets.
- Collaborate with Customer Success on onboarding, adoption, and expansion opportunities.
- Represent Postman at industry events, technology conferences, developer communities, and customer engagements.
- Monitor trends and competitive solutions across API management, developer tooling, DevOps, cloud, testing, observability, and AI platforms.
Requirements
- 13–15 years of B2B technology sales experience, with a strong record in enterprise SaaS, developer tools, cloud, infrastructure, or platform software.
- Proven new-logo acquisition and quota-attainment record across multiple years.
- Experience selling to IT/ITES organizations and managing complex enterprise buying cycles.
- Experience engaging engineering, platform, infrastructure, cloud, DevOps, and product organizations.
- Strong presentation, negotiation, executive communication, and stakeholder-management skills.
- Proficiency with Salesforce and modern sales-engagement platforms.
- Self-starter with a hunter mentality and the ability to independently generate and close opportunities.
Nice to Have
- Existing network across IT services, digital engineering, GCCs, SaaS companies, and technology consulting firms in Delhi NCR and North India.
- Experience at a Product-Led Growth company.
- Familiarity with Postman or adjacent developer-focused platforms.
- Experience selling developer productivity, DevOps, cloud-native, API management, observability, testing, or security solutions.
- Experience with MEDDIC, Challenger Sale, or Command of the Message.
- Understanding of API-first architectures, microservices, cloud-native development, and enterprise AI adoption.
Compensation and Benefits
- Pay-on-performance philosophy.
- Flexible schedule and collaborative team environment.
- Full medical coverage.
- Flexible paid time off.
- Wellness reimbursement.
- Monthly lunch stipend.
- Wellness programs, team-building events, and donation matching.
- Bangalore-based employees currently work in the office three days per week, transitioning to five days per week by year-end.
Skills
Enterprise Saas, B2B Sales, Salesforce, Api Management, Developer Tools, DevOps, Cloud Computing, Observability, MEDDIC, Microservices
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