# Enterprise Account Executive

**Company:** [Postman](https://hotfix.jobs/companies/postman)
**Location:** Bengaluru, India
**Role:** Account Executive
**Experience:** 13+ years
**Skills:** Enterprise Saas, B2B Sales, Salesforce, Api Management, Developer Tools, DevOps, Cloud Computing, Observability, MEDDIC, Microservices
**Posted:** 2026-08-13

> 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.

## Job Description

## 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.

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