Account Executive, IT/ITES & Automotive, Pune

Job description

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 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% What Else?</