Account Executive, IT/ITES & Automotive, Pune

About the Role

As an Account Executive for the IT/ITES and Automotive verticals, you will be the primary driver of new enterprise revenue across Pune and the surrounding region — one of India's most dense clusters of software services and automotive technology companies. You will own the full sales cycle: identifying, qualifying, and closing enterprise accounts at companies like Persistent Systems, KPIT, Tata Motors, Mahindra & Mahindra, and their technology peers. 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. This is a high-energy, hunter-first role for someone who thrives on prospecting, building pipeline from scratch, and closing complex enterprise deals.

What You'll Do

Prospect, qualify, and close new enterprise accounts within an assigned territory or named account list across IT/ITES (software services, product companies) and Automotive OEM and supplier verticals

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)

Partner with Sales Development Representatives (SDRs) and Solutions Engineers to run structured discovery workshops and proof-of-value (PoV) engagements tailored to customer use cases

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

Meet and exceed quarterly and annual new ARR quota targets; participate in accelerator programmes for overachievement

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

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 Qualifications

13–15 years of total B2B technology sales experience, with demonstrated track record in enterprise SaaS or developer tooling

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

Strong presentation and negotiation skills; ability to build consensus across technical and business stakeholders

Proficiency with CRM tools (Salesforce) and sales engagement platforms (Outreach, Salesloft, or equivalent)

Self-starter with a hunter mentality; comfortable with ambiguity and capable of driving pipeline generation independently

Preferred Qualifications

Prior experience at a Product-Led Growth (PLG) company where developer/end-user adoption converts to enterprise contracts

Familiarity with Postman, Postman Collections, API design workflows, or adjacent developer tooling

Experience with enterprise sales methodologies such as MEDDIC, Challenger Sale, or Command of the Message

Understanding of API-first architecture, microservices patterns, and how enterprises are adopting AI-native API strategies

Existing network within IT services, software product, or automotive technology companies in the Pune / Maharashtra region

Location & Travel

Pune, India (Hybrid). This role requires regular in-person engagement with accounts across Pune, Mumbai, and occasionally other metros. Estimated travel: 20%