Key Account Director
Minneapolis, Minnesota, United StatesFull-TimeDirector
Salary320000 - 420000 USD per year
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Job Details
- Experience
- 10–15 years
Requirements
- 10–15 years of enterprise sales experience
- Proven track record in strategic account management and expansion
- Experience 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 deals
- History of working long cycles and successfully growing accounts over time
- Ability to navigate large, complex organizations with thousands of users and multiple stakeholders
- Collaborative 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 value
- Strong executive presence, relationship-building skills, and the ability to influence at the C-suite level
Responsibilities
- Own 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 solution.
- Drive multi-threaded sales campaigns that expand existing usage and convert massive developer adoption (tens of thousands of users) into enterprise-wide value.
- Lead complex solution sales cycles across collaboration, security, API governance, and emerging AI-enabled workflows.
- Identify customer pain points and design tailored value propositions that demonstrate ROI and impact at scale.
- Orchestrate cross-functional engagement with Customer Success, Product, and Marketing to maximize customer outcomes.
- Track, forecast, and report on account progress, pipeline health, and business results.
- Be a thought partner to your accounts, staying ahead of industry trends like agentic AI, workflow automation, and cloud-native development.
- Partner with relevant stakeholders to drive account strategy and expansion.
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