Who Are We?
Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.
The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman.
P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.
About the Role
As an Account Executive for the IT/ITES vertical, you will be responsible for driving new enterprise revenue across Delhi NCR and North India, one of the country's largest concentrations of IT services, technology consulting, digital engineering, SaaS, and software product companies.
You will own the full sales cycle—from prospecting and qualification through contract negotiation and close. You will engage technical stakeholders such as Engineering Leaders, Platform Architects, Enterprise Architects, and DevOps teams, while also building relationships with business decision-makers including CTOs, CIOs, CPOs, and Digital Transformation leaders.
This is a hunter-first role for someone who thrives on building pipeline, creating opportunities from scratch, and closing complex enterprise software deals. You will play a critical role in helping organizations modernize their API strategy, improve developer productivity, and accelerate their AI transformation journey.
What You'll Do
- Prospect, qualify, and close new enterprise accounts within an assigned territory or named account list across IT/ITES organizations.
- Own the complete sales cycle—from outbound prospecting and discovery to product demonstrations, proof-of-value engagements, commercial negotiations, and contract closure.
- Build and maintain a self-generated pipeline of 3–4x quarterly quota through outbound outreach, partner collaboration, industry events, referrals, and inbound opportunities.
- Develop relationships with technical buyers including VP Engineering, Engineering Directors, Platform Architects, DevOps Leaders, and Enterprise Architects.
- Engage executive stakeholders including CTOs, CIOs, CPOs, Heads of Engineering, and Digital Transformation leaders.
- Partner closely with SDRs and Solutions Engineers to conduct discovery workshops and demonstrate business value aligned to customer priorities.
- Deliver compelling product demonstrations and executive presentations that highlight how Postman improves developer productivity, API governance, collaboration, testing automation, and AI readiness.
- Maintain accurate opportunity management, forecasting, and pipeline hygiene within Salesforce.
- Meet and exceed quarterly and annual new ARR targets.
- Collaborate with Customer Success teams to ensure successful onboarding, adoption, and expansion opportunities post-sale.
- Represent Postman at industry events, technology conferences, developer communities, and customer engagements.
- Stay informed on market trends and competitive solutions across API management, developer tooling, DevOps, cloud, testing, observability, and AI development platforms.
What We're Looking For
Required Qualifications
- 13–15 years of B2B technology sales experience with a strong track record in enterprise SaaS, developer tools, cloud, infrastructure, or platform software.
- Proven history of new logo acquisition and consistent quota attainment at or above target across multiple years.
- Experience selling into IT/ITES organizations such as TCS, Infosys, Wipro, HCLTech, Tech Mahindra, LTIMindtree, Cognizant, Capgemini, Nagarro, Coforge, Birlasoft, Publicis Sapient, GlobalLogic, and similar enterprises.
- Strong understanding of enterprise software buying cycles and stakeholder management.
- Experience engaging engineering, platform, infrastructure, cloud, DevOps, and product organizations.
- Strong presentation, negotiation, and executive communication skills.
- Experience managing complex multi-stakeholder enterprise sales cycles.
- Proficiency with Salesforce and modern sales engagement platforms.
- Self-starter with a hunter mentality and the ability to independently generate and close opportunities.
Preferred Qualifications
- Existing network across IT Services, Digital Engineering, GCCs, SaaS companies, and technology consulting firms in Delhi NCR and North India.
- Experience working at a Product-Led Growth (PLG) company.
- Familiarity with Postman or adjacent developer-focused platforms.
- Experience selling developer productivity, DevOps, cloud-native, API management, observability, testing, or security solutions.
- Experience with enterprise sales methodologies such as MEDDIC, Challenger Sale, or Command of the Message.
- Understanding of API-first architectures, microservices, cloud-native development, and enterprise AI adoption.
Location & Travel
Pune, India (Hybrid). This role requires regular in-person engagement with accounts across Pune, Mumbai, and occasionally other metros. Estimated travel: 20%
What Else?
In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves.