Enterprise Account Executive - IT/ITES, Dehli NCR

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, GlobalLogic, and similar enterprises.
• Strong understanding of enterprise software buying cycles and stakeholder management.
• Experience engaging engineering, platform, infrastructure, cloud, DevOps, and product organizations.
• Strong presentation, negotiation, and executive communication skills.
• Experience managing complex multi-stakeholder enterprise sales cycles.
• Proficiency with Salesforce and modern sales engagement platforms.
• Self-starter with a hunter mentality and the ability to independently generate and close opportunities.

Preferred Qualifications

• Existing network across IT Services, Digital Engineering, GCCs, SaaS companies, and technology consulting firms in Delhi NCR and North India.
• Experience working at a Product-Led Growth (PLG) company.
• Familiarity with Postman or adjacent developer-focused platforms.
• Experience selling developer productivity, DevOps, cloud-native, API management, observability, testing, or security solutions.
• Experience with enterprise sales methodologies such as MEDDIC, Challenger Sale, or Command of the Message.
• Understanding of API-first architectures, microservices, cloud-native development, and enterprise AI adoption.

Location & Travel

Pune, India (Hybrid). This role requires regular in-person engagement with accounts across Pune, Mumbai, and occasionally other metros. Estimated travel: 20%