Enterprise Account Executive – IT/ITES, Dehli NCR

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 vertical, you will be responsible for driving new enterprise revenue across Delhi NCR and North India, one of the country's largest concentrations of IT services, technology consulting, digital engineering, SaaS, and software product companies. You will own the full sales cycle—from prospecting and qualification through contract negotiation and close. You will engage technical stakeholders such as Engineering Leaders, Platform Architects, Enterprise Architects, and DevOps teams, while also building relationships with business decision-makers including CTOs, CIOs, CPOs, and Digital Transformation leaders. This is a hunter-first role for someone who thrives on building pipeline, creating opportunities from scratch, and closing complex enterprise software deals. You will play a critical role in helping organizations modernize their API strategy, improve developer productivity, and accelerate their AI transformation journey. What You'll Do Prospect, qualify, and close new enterprise accounts within an assigned territory or named account list across IT/ITES organizations. Own the complete sales cycle—from outbound prospecting and discovery to product demonstrations, proof-of-value engagements, commercial negotiations, and contract closure. Build and maintain a self-generated pipeline of 3–4x quarterly quota through outbound outreach, partner collaboration, industry events, referrals, and inbound opportunities. Develop relationships with technical buyers including VP Engineering, Engineering Directors, Platform Architects, DevOps Leaders, and Enterprise Architects. Engage executive stakeholders including CTOs, CIOs, CPOs, Heads of Engineering, and Digital Transformation leaders. Partner closely with SDRs and Solutions Engineers to conduct discovery workshops and demonstrate business value aligned to customer priorities. Deliver compelling product demonstrations and executive presentations that highlight how Postman improves developer productivity, API governance, collaboration, testing automation, and AI readiness. Maintain accurate opportunity management, forecasting, and pipeline hygiene within Salesforce. Meet and exceed quarterly and annual new ARR targets. Collaborate with Customer Success teams to ensure successful onboarding, adoption, and expansion opportunities post-sale. Represent Postman at industry events, technology conferences, developer communities, and customer engagements. Stay informed on market trends and competitive solutions across API management, developer tooling, DevOps, cloud, testing, observability, and AI development platforms. What We're Looking For Required Qualifications 13–15 years of B2B technology sales experience with a strong track record in enterprise SaaS, developer tools, cloud, infrastructure, or platform software. Proven history of new logo acquisition and consistent quota attainment at or above target across multiple years. Experience selling into IT/ITES organizations such as TCS, Infosys, Wipro, HCLTech, Tech Mahindra, LTIMindtree, Cognizant, Capgemini, Nagarro, Coforge, Birlasoft, Publicis Sapient, Gl