Head of Enterprise Sales, West

Who Are We

Postman is the worlds leading API platform used by more than 40 million developers and 500000 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 collaborationenabling users to create better APIs faster.

The company is headquartered in San Francisco and has offices in Boston New York 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 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

Postman is seeking a proven hands-on Head of Enterprise Sales (West) to lead our enterprise new business and expansion motion across the Western U.S. This leader will own the regional strategy execution and performance for our largest customers and prospectsdriving platform adoption multi-year commitments and meaningful expansion across lines of business. Youll build and scale a high-performing team of Regional Directors/Managers and Enterprise Account Executives partner closely with Solutions Engineering Customer Success Marketing and Alliances and operate with rigor in pipeline generation forecast accuracy and deal execution.

Location: San Francisco Bay Area
Reports to: CRO.

Key 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 opportunitiesmulti-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.
  
  

Who You Are

• Action-Oriented Operator: You lead from the frontcoaching 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: You 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: You model urgency ownership and customer obsessionand build inclusive high-trust teams.
  
  

Qualifications

• 12 years in enterprise SaaS sales with 5 years in leadership (managing managers preferred) at high-growth companies.
• Expertise with developer tools / API platforms and value drivers like governance security reliability and productivity.
• Proven track record leading a West-region or equivalent enterprise territory to 100% attainment across new and expansion ARR.
• Experience selling developer tools into digital-native companies a plus.
• Demonstrated success closing multi-year multi-product platform deals with CIO/CTO/CISO/VP Eng buyers and complex procurement/legal processes.
• Methodology fluency (e.g. MEDDICC Challenger) and a rigorous operating cadence for pipeline quality stage exit criteria and forecast discipline.
• Experience converting PLG/land-and-expand usage into enterprise standards; skilled at multi-threading and executive alignment.
• Strong partnership chops with Solutions Engineering and Customer Success to drive expansion adoption and value realization.
• Excellent people leadership: hiring coaching and scaling organizations with a metrics-driven inclusive culture.
• Willingness to travel across the West region for customer meetings and team events

What Else

In addition to Postmans pay-on-performance philosophy and a flexible schedule working with a fun collaborative team Postman offers a comprehensive set of benefits including full medical coverage flexible PTO wellness reimbursement and a monthly lunch stipend. Along with that our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected while our donation-matching program can support the causes you care about. Were building a long-term company with an inclusive culture where everyone can be the best version of themselves.

At Postman we embrace a hybrid work model. For all roles based out of San Francisco Bay Area Boston Bangalore Hyderabad and New York employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibility and collaboration and grounded in feedback from our workforce leadership team and peers. The benefits of our hybrid office model will be shared knowledge brainstorming sessions communication and building trust in-person that cannot be replicated via zoom.

Our Values

At Postman we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes but also our work we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

Equal opportunity

Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender perception or identity national origin age marital status protected veteran status or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.