Key Account Director

Ovii's Interpretation of the Role

The Key Account Director will lead growth across Postman's most strategic enterprise accounts, partnering with a solutions‑engineer and field CTO pod to drive multi‑threaded, solution‑focused sales. The role requires senior‑level enterprise SaaS experience, deep technical product knowledge, and executive‑level relationship building.

Role Snapshot

• Strategic enterprise account growth
• Solution selling to senior technology leaders
• Cross‑functional pod collaboration
• Revenue forecasting & pipeline management
• AI‑enabled workflow advocacy
• Enterprise‑wide platform expansion

Must-Have Requirements

• Enterprise SaaS sales
• Solution selling
• Strategic account management
• Executive relationship building
• Technical product knowledge (APIs, security, AI)
• Complex sales‑cycle navigation
• Forecasting & pipeline reporting
• Cross‑functional collaboration
• enterprise sales
• strategic account management
• solution selling

Nice-to-Have Signals

• Curiosity about AI/agentic AI and workflow automation
• AI/agentic AI knowledge

Work Setup

• Location: Los Angeles, United States
• Work mode: ONSITE
• Employment type: Full-Time

Eligibility Gates

• Visa sponsorship: unknown

Not Specified in JD

• Visa sponsorship
• Remote eligibility
• Education requirement
• Certifications

What You'll Likely Work On

• Own and expand a portfolio of strategic enterprise accounts such as Fortune‑500 and large developer organizations.
• Engage senior buyers (CIO, CTO, VP of Engineering, etc.) to position Postman as a critical platform solution.
• Drive multi‑threaded sales campaigns that convert massive developer adoption into enterprise‑wide value.
• Lead complex solution sales cycles covering collaboration, security, API governance, and AI‑enabled workflows.
• Design tailored value propositions that demonstrate ROI and impact at scale.
• Orchestrate cross‑functional engagement with Customer Success, Product, and Marketing teams.
• Track, forecast, and report on account progress, pipeline health, and business results.
• Stay ahead of industry trends like agentic AI and cloud‑native development to act as a thought partner.

Good Fit If You Have

• Proven 10‑15 years of enterprise sales and strategic account expansion experience.
• Strong executive presence and ability to influence C‑suite stakeholders.
• Curiosity about emerging AI technologies and how they can automate workflows.