Postman

Head of Enterprise Sales

Postman

full-time

Posted on:

Location Type: Hybrid

Location: San Francisco • California • 🇺🇸 United States

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Job Level

Lead

Tech Stack

AWS

About the role

  • Lead enterprise new business and expansion motion across the Western U.S.; own regional strategy, execution, and performance
  • Build and scale a high-performing team of Regional Directors/Managers and Enterprise Account Executives; hire, develop, and retain leadership and AEs
  • Define territory strategy and coverage for key West markets; establish annual/quarterly goals, quota allocation, and operating rhythm
  • Drive attainment of new ARR, expansion, and retention targets; maintain disciplined pipeline coverage, forecast accuracy, and win rates
  • Personally engage on top strategic opportunities, navigating complex procurement, security, and legal cycles; multi-thread to CIO/CTO/CISO/VP Eng
  • Partner with Customer Success and Product to convert PLG usage into enterprise standards and drive seat and workspace expansion
  • Implement rigorous methodologies, stage definitions, exit criteria, and dashboards for pipeline quality, cycle times, and conversion
  • Collaborate tightly with Solutions Engineering, Field Marketing/ABM, RevOps, and Alliances (incl. AWS co-sell and marketplace) to accelerate deals
  • Represent Postman with West-region enterprise executives and at industry events; communicate API-first platform narrative and ROI
  • Leverage Alliances/Channel teams to amplify reach via AWS Marketplace, GSI/RSI relationships, and strategic technology partners
  • Analyze territory performance, refine messaging and plays by vertical, and codify best practices
  • Report to the CRO; operate with rigor in pipeline generation, forecast accuracy, and deal execution

Requirements

  • 12+ years in enterprise SaaS sales with 5+ years in leadership (managing managers preferred)
  • Expertise with developer tools / API platforms and value drivers like governance, security, reliability, and productivity
  • Proven track record leading a West-region or equivalent enterprise territory to ≥100%+ attainment across new and expansion ARR
  • Experience selling developer tools into digital-native companies a plus
  • Demonstrated success closing multi-year, multi-product platform deals with CIO/CTO/CISO/VP Eng buyers and complex procurement/legal processes
  • Methodology fluency (e.g., MEDDICC, Challenger) and a rigorous operating cadence for pipeline quality, stage exit criteria, and forecast discipline
  • Experience converting PLG/land-and-expand usage into enterprise standards; skilled at multi-threading and executive alignment
  • Strong partnership chops with Solutions Engineering and Customer Success to drive expansion, adoption, and value realization
  • Excellent people leadership: hiring, coaching, and scaling organizations with a metrics-driven, inclusive culture
  • Willingness to travel across the West region for customer meetings and team events
  • World-class communication and executive-ready presentation skills
  • Action-oriented operator comfortable coaching in deals and removing blockers
Benefits
  • pay-on-performance philosophy
  • flexible schedule
  • full medical coverage
  • flexible PTO
  • wellness reimbursement
  • monthly lunch stipend
  • wellness programs to support physical and mental health
  • frequent team-building events
  • donation-matching program
  • hybrid work model (San Francisco Bay Area, Boston, Bangalore, Hyderabad, New York: expected 3 days/week in office)

ATS Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
enterprise SaaS salesdeveloper toolsAPI platformspipeline qualityforecast accuracymulti-year platform dealsMEDDICCChallenger methodologygovernancesecurity
Soft skills
people leadershiphiringcoachingscaling organizationscommunicationpresentation skillsaction-orientedmetrics-driveninclusive cultureexecutive alignment
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