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%