sales
Posted 1 weeks agoAccount Executive, IT/ITES & Automotive, Pune
at Postman
IndiaHybrid
Responsibilities
- Own the complete sales cycle — outbound prospecting, discovery, product demonstration, proof of concept, commercial negotiation, and contract close — for deals with an ACV of ₹50L–₹4Cr
- Build a self-sourced pipeline of 3–4x quarterly quota through outbound outreach, partner co-sell, industry events, and inbound follow-up
- Engage and build relationships with technical buyers (VP/Director of Engineering, DevOps Leads, Platform Architects) as well as economic buyers (CTO, CPO, VP Product)
- Deliver compelling product demonstrations and executive-level presentations that connect Postman's platform to each customer's specific pain points: API proliferation, developer productivity, test automation gaps, or AI agent development
- Accurately manage and maintain opportunity data, forecasting, and pipeline hygiene in Salesforce CRM, with weekly forecast commitment to sales leadership
- Collaborate with Customer Success post-close to ensure strong onboarding, early product adoption, and surface expansion opportunities within the account
- Represent Postman at trade shows, developer conferences (e.g., PyCon India, DockerCon, API World), and customer events in the Pune and Maharashtra region
Requirements
- You will engage technical buyers (VP Engineering, Platform Architects, DevOps leads) and business buyers (CTO, CPO) with a compelling narrative about how Postman accelerates API development velocity, reduces integration risk, and positions organisations for an AI-first future.
- Stay current on the API and developer tooling competitive landscape (Insomnia, SwaggerHub, Apigee, MuleSoft, Kong, Stoplight) and articulate Postman's differentiation clearly About You Required
- Proven, documented history of new logo acquisition and consistent quota attainment at 100%+ over multiple consecutive years •
- Experience selling to IT/ITES companies (e.g., TCS, Infosys, Wipro, HCL, Capgemini, LTIMindtree, Persistent, KPIT, Mphasis) or technology-intensive Automotive OEMs/suppliers
- Familiarity with developer-focused or technical product sales — API tools, DevOps platforms, cloud-native infrastructure, testing, observability, or security tooling
- Proficiency with CRM tools (Salesforce) and sales engagement platforms (Outreach, Salesloft, or equivalent)