Head of Enterprise Sales, West at Postman

San Francisco, California, United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaS, SoftwareIndustries

Requirements

12+ years in enterprise sales (inferred from incomplete "12+ years in enterpri")
Action-Oriented Operator: Lead from the front—coaching in deals, removing blockers, and setting a high bar for execution
Enterprise Seller at Heart: Comfortable in complex, 7- and 8-figure negotiations with multi-stakeholder buying groups
Strategic & Analytical: Translate PLG signals and product telemetry into territory plans and expansion plays
World-Class Communicator: Executive-ready in the boardroom; crisp, persuasive, and data-driven
Culture Carrier: Model urgency, ownership, and customer obsession—and build inclusive, high-trust teams
Location: San Francisco Bay Area

Responsibilities

Own the West GTM & Plan: Define territory strategy and coverage for key West markets. Establish annual/quarterly goals, quota allocation, and operating rhythm
Hit the Number: Drive consistent attainment of new ARR, expansion, and retention targets; maintain disciplined pipeline coverage, forecast accuracy, and win rates
Build & Lead a High-Caliber Team: Hire, develop, and retain second-line and first-line leaders plus top-tier Enterprise AEs; establish a culture of coaching, accountability, and “inspect what you expect.”
Deal Leadership: Personally engage on top strategic opportunities—multi-year, multi-LOB platform consolidations; navigate complex procurement, security, and legal cycles; multi-thread to CIO/CTO/CISO/VP Eng
Land, Expand, Standardize: Partner with CS and Product to convert grassroots/PLG usage into enterprise standards, drive seat and workspace expansion, and introduce governance & security modules
Operational Excellence: Implement rigorous methodologies, stage definitions, and exit criteria; instrument dashboards for pipeline quality, cycle times, and conversion
Cross-Functional Alignment: Work tightly with Solutions Engineering, Field Marketing/ABM, RevOps, and Alliances (incl. AWS co-sell and marketplace) to accelerate deals and remove friction
Executive Evangelism: Represent Postman with West-region enterprise executives and at key industry events; communicate a crisp API-first platform narrative and compelling ROI
Partner & Channel Leverage: Collaborate with the Alliances/Channel teams to amplify reach via AWS Marketplace, GSI/RSI relationships, and strategic technology partners where it accelerates enterprise deals
Continuous Improvement: Analyze territory performance, refine messaging and plays by vertical, and codify best practices

Skills

Enterprise Sales

Sales Leadership

Team Building

Pipeline Generation

Forecast Accuracy

Quota Attainment

GTM Strategy

Territory Planning

Account Expansion

ARR Growth

Deal Execution

Postman

API development and collaboration platform

About Postman

Postman provides a platform for API development that helps developers and organizations design, test, document, and monitor APIs. The tools available on Postman enable teams to collaborate effectively, allowing them to share and manage APIs with ease. Users can access a variety of features through a subscription model, which includes different pricing tiers for individuals, small teams, and large enterprises, along with a free tier to attract new users. Postman has played a significant role in facilitating data exchange during the COVID-19 pandemic by offering API collections that provide real-time data for healthcare professionals, researchers, and government agencies. The company's goal is to streamline the API development process and enhance collaboration among development teams.

San Francisco, CaliforniaHeadquarters

2014Year Founded

$422.2MTotal Funding

SERIES_DCompany Stage

Enterprise Software, HealthcareIndustries

1,001-5,000Employees

Benefits

Accidental Death & Dismemberment Insurance.

Dental Insurance.

Disability Insurance.

Flexible Spending Account (FSA)

Health Savings Account (HSA)

Life Insurance.

Mental Health Care.

Occupational Accident Insurance.

Risks

Rapid adoption of generative AI tools could increase competition for Postman.

Explosive API growth may challenge Postman's API management capabilities by 2025.

Data breaches due to exposed API secrets pose a significant security risk.

Differentiation

Postman offers a comprehensive API development environment for developers and enterprises.

The platform supports API-first development, automated testing, and developer onboarding.

Postman's subscription model caters to individual developers, small teams, and large enterprises.

Upsides

Postman's acquisition of Orbit enhances community engagement on the API Network.

Release of Postman v11 aligns with AI integration trends, boosting developer productivity.

Gartner predicts 80% of enterprises will use generative AI APIs by 2026.

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