[Remote] Key Account Director

Note: The job is a remote job and is open to candidates in USA. Postman is the world’s leading API platform, used by over 45 million developers globally. They are seeking a Key Account Director to lead growth within strategic enterprise accounts, focusing on deep engagement and solution selling to expand their market presence.ResponsibilitiesOwn and grow a portfolio of strategic enterprise accounts (e.g., Fortune 500, cloud-first companies, large-scale developer organizations)Deeply engage with senior buyers—CIOs, CTOs, VPs of Engineering, Platform, Security, and Collaboration—to position Postman as a critical platform solutionDrive multi-threaded sales campaigns that expand existing usage and convert massive developer adoption (tens of thousands of users) into enterprise-wide valueLead complex solution sales cycles across collaboration, security, API governance, and emerging AI-enabled workflowsIdentify customer pain points and design tailored value propositions that demonstrate ROI and impact at scaleOrchestrate cross-functional engagement with Customer Success, Product, and Marketing to maximize customer outcomesTrack, forecast, and report on account progress, pipeline health, and business resultsBe a thought partner to your accounts, staying ahead of industry trends like agentic AI, workflow automation, and cloud-native developmentPartner with relevant stakeholders to drive account strategy and expansionSkills10–15 years of enterprise sales experience, with a proven track record in strategic account management and expansionExperience selling technical and platform products (developer tools, SaaS platforms, cloud infrastructure, or security solutions)Demonstrated success in solution selling—engaging with senior technology leaders and driving multi-million dollar expansion dealsHistory of working long cycles and successfully growing accounts over timeAbility to navigate large, complex organizations with thousands of users and multiple stakeholdersCollaborative mindset with experience working closely with technical teams (solutions engineers, architects, CTOs)Deep understanding of enterprise buyer personas (security, collaboration, platform, developer productivity)Curiosity and fluency in emerging technologies, particularly AI/agentic AI, and how they can automate workflows and deliver customer valueStrong executive presence, relationship-building skills, and the ability to influence at the C-suite levelBenefitsA competitive equity packageFull medical coverageFlexible PTOWellness reimbursementA monthly lunch stipendWellness programs will help you stay in the best of your physical and mental healthFrequent and fascinating team-building eventsDonation-matching program can support the causes you care aboutCompany OverviewPostman is a software company that offers a platform for the users to design, develop, test, and organize custom APIs. It was founded in 2014, and is headquartered in San Francisco, California, USA, with a workforce of 501-1000 employees. Its website is https://www.postman.com.