Mid-Market Account Executive
The Opportunity
Each Mid Market Account Executive has a territory of around 100 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working with Sales Development representatives, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.
What You'll Do
Take ownership of the full sales cycle from prospecting to closure
Build a strategic plan for your territory
Create and manage sales sourced outbound opportunities
Execute a land and expand sales strategy to drive widespread adoption and larger deployments
Educate customers on the value of Postman throughout the evaluation and adoption cycle
Navigate key decision makers to build Postman Enterprise awareness within organizations
Leverage data to understand your customers and prospects to gain insight into their business challenges
Provide recommendations based on customers’ business needs and usage patterns
Identify customer needs and collaborate with Postman teammates to ensure long term customer success
Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries
Provide a detailed and accurate forecast
Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts
Be a great listener!
About You
A top performer with 3-5 years experience hunting and closing net new logos
Experienced with creatively sourcing pipeline outside of inbound lead flow
Able to strategically map out and break into accounts
Relevant sales experience in an Enterprise SaaS organization
Experience selling developer and/or technical products
Excellent communication skills both with customers and within an organization
Proven negotiation and closing skills, as demonstrated by regularly exceeding sales targets while selling right-fit customers.
Strong track record of navigating organizations
Ability to develop senior level relationships quickly and effectively
Experience presenting to senior managers and the C-suite
Ability to manage multiple opportunities simultaneously at various stages of the buying process
Takes an active interest in increasing customer satisfaction and deepening customer relationships
The reasonably estimated compensation range for the role is $180,000 to $230,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.