Key Account Director
Leads strategic enterprise account growth across Southern California, selling Postman’s technical platform solutions to senior technology executives. Requires 10–15 years of enterprise sales experience, solution-selling expertise, and a record of expanding complex accounts.
About the job
Responsibilities
- Own and grow a portfolio of strategic enterprise accounts, including Fortune 500 companies and large-scale developer organizations.
- Engage CIOs, CTOs, and vice presidents of Engineering, Platform, Security, and Collaboration.
- Drive multi-threaded sales campaigns that expand existing usage and convert large developer adoption into enterprise-wide value.
- Lead complex solution sales cycles spanning collaboration, security, API governance, and AI-enabled workflows.
- Identify customer pain points and develop tailored value propositions demonstrating ROI at scale.
- Coordinate with Customer Success, Product, Marketing, solutions engineers, architects, and CTO stakeholders to maximize customer outcomes.
- Track, forecast, and report on account progress, pipeline health, and business results.
- Develop account strategies and stay current on agentic AI, workflow automation, and cloud-native development trends.
Requirements
- 10–15 years of enterprise sales experience with a record of strategic account management and expansion.
- Experience selling technical and platform products, such as developer tools, SaaS platforms, cloud infrastructure, or security solutions.
- Proven success in solution selling to senior technology leaders and closing multi-million-dollar expansion deals.
- Experience managing long sales cycles and growing accounts over time.
- Ability to navigate complex organizations with thousands of users and multiple stakeholders.
- Experience collaborating with solutions engineers, architects, CTOs, and other technical teams.
- Strong understanding of enterprise buyer personas, including security, collaboration, platform, and developer productivity.
- Fluency in emerging technologies, particularly AI and agentic AI.
- Strong executive presence, relationship-building, and C-suite influence skills.
Compensation and Benefits
- Estimated on-target earnings: $350,000–$420,000 USD, plus a competitive equity package.
- Medical coverage, flexible paid time off, wellness reimbursement, and a monthly lunch stipend.
- Wellness programs, team-building events, and donation matching.
Skills
Enterprise Sales, Strategic Account Management, Solution Selling, SaaS Platforms, Cloud Infrastructure, Security Solutions, Api Governance, Artificial Intelligence, Agentic AI, Workflow Automation, Forecasting, Pipeline Management
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