Mid Market Account Executive

Summary

Join Postman's rapidly growing sales team as a top performer and build strategies to manage target accounts. You will work with Sales Development Representatives to understand their Postman usage and introduce them to the Enterprise Suite's capabilities. This role involves managing the full sales cycle, creating strategic plans, and executing a land and expand strategy. You will educate customers on Postman's value, navigate key decision-makers, and leverage data to understand customer needs. Collaboration with various teams is crucial for long-term customer success and accurate forecasting. The ideal candidate has significant sales growth experience in Technical SaaS companies.

Requirements

• A top performer with 3-5 years experience hunting and closing net new logos
• Experienced with creatively sourcing pipeline outside of inbound lead flow
• Able to strategically map out and break into accounts
• Relevant sales experience in an Enterprise SaaS organization
• Experience selling developer and/or technical products
• Excellent communication skills both with customers and within an organization
• Proven negotiation and closing skills, as demonstrated by regularly exceeding sales targets while selling right-fit customers
• Strong track record of navigating organizations
• Ability to develop senior level relationships quickly and effectively
• Experience presenting to senior managers and the C-suite
• Ability to manage multiple opportunities simultaneously at various stages of the buying process
• Takes an active interest in increasing customer satisfaction and deepening customer relationships

Responsibilities

• Take ownership of the full sales cycle from prospecting to closure
• Build a strategic plan for your territory
• Create and manage sales sourced outbound opportunities
• Execute a land and expand sales strategy to drive widespread adoption and larger deployments
• Educate customers on the value of Postman throughout the evaluation and adoption cycle
• Navigate key decision makers to build Postman Enterprise awareness within organizations
• Leverage data to understand your customers and prospects to gain insight into their business challenges
• Provide recommendations based on customers’ business needs and usage patterns
• Identify customer needs and collaborate with Postman teammates to ensure long term customer success
• Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries
• Provide a detailed and accurate forecast
• Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts

Benefits

• Full medical coverage
• Flexible PTO
• Wellness reimbursement
• A monthly lunch stipend
• Wellness programs
• Frequent and fascinating team-building events
• Donation-matching program