Key Account Director

Seattle, Washingtonfull timeRemote

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Key Account Director at Postman · LumiJobs

senior

$370k–$420k

H1B: yes

Postman Key Account Director at Postman responsible for leading growth within strategic enterprise accounts and expanding Postman's footprint. Collaborate with a pod including a Principal Solutions Engineer and Field CTO to engage senior technology leaders and drive adoption of Postman’s platform.

Responsibilities

We are looking for a Key Account Director to lead growth within a set of Postman’s most important enterprise accounts. This role is part of a new strategic go-to-market motion designed to deepen our engagement with large enterprises, expand our footprint, and deliver the full value of the Postman platform.
This is not a traditional “low-hanging fruit” sales role—this is about strategic account expansion, multi-threaded enterprise engagement, and solution selling.
Location: This is a fully remote role. We are looking for someone based in the Seattle Metro area to cover local accounts.
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.

Qualification

Ability to navigate largeStrong executive presence

Required

10–15 years of enterprise sales experience, with a 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.

Benefits

Medical
Vision
PTO
Equity/RSU
Wellness
Flexible Work

Company

Postman

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Source: greenhouse

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Remote-friendly