Head of Enterprise Sales

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 prospects—driving platform adoption, multi-year commitments, and meaningful expansion across lines of business. You’ll 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 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.
  
  

Who You Are

• Action-Oriented Operator: You 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: 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 obsession—and 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