Regional Sales Director

<div class="content-intro"><h2><strong>Who Are We?</strong></h2> <p>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.</p> <p>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> <p>P.S: We highly recommend reading <a href="https://api-first-world.com/">The "API-First World" graphic novel</a> to understand the bigger picture and our vision at Postman.</p></div><h2><strong>The Opportunity</strong></h2> <p style="text-align: left;">As Senior Director of Enterprise Sales, you will lead one of Postman’s most critical growth engines. You will be responsible for setting enterprise sales strategy, scaling and developing senior sales leaders and Enterprise Account Executives, and delivering predictable, durable revenue growth across large, complex organizations.</p> <p style="text-align: left;">This role is designed for a proven second-line sales leader who can operate at both a strategic and operational level—aligning executive vision with frontline execution while partnering closely with Product, Marketing, Solutions Engineering, and Customer Success.</p> <h2 style="text-align: left;"><strong>What You’ll Do</strong></h2> <p>• Own Enterprise revenue outcomes, consistently delivering against quarterly and annual bookings targets.<br>• Lead, mentor, and develop Directors, Managers, and senior Enterprise sellers, building a deep leadership bench.<br>• Define and evolve Enterprise sales strategy, including segmentation, coverage models, account allocation, and capacity planning.<br>• Establish operating rigor across forecasting, pipeline inspection, deal reviews, and execution cadence.<br>• Drive excellence in enterprise account planning, multi-threaded deal strategy, and executive engagement.<br>• Partner cross-functionally to align go-to-market strategy, product adoption, and customer outcomes across the Enterprise segment.<br>• Guide teams through highly complex deal cycles involving security, legal, procurement, and executive approvals.<br>• Serve as an executive escalation point for strategic customers and internal stakeholders.<br>• Provide structured feedback from the field to influence product roadmap, pricing, packaging, and go-to-market decisions.</p> <h2><strong>About You</strong></h2> <p>• 10+ years of experience selling complex, technical SaaS solutions to Enterprise customers.<br>• 5+ years of experience leading and scaling Enterprise sales teams, including managing managers.<br>• Proven track record of building predictable revenue engines in high-growth environments.<br>• Deep expertise in enterprise buying motions, long sales cycles, and multi-stakeholder deal dynamics.<br>• Strong ability to translate technical platforms into strategic business value for executive audiences.<br>• Experience driving consumption-based and commitment-based revenue models at scale.<br>• Fluency in modern enterprise sales frameworks (e.g., MEDDIC, Miller Heiman, Sandler, Corporate Visions).<br>• Executive presence with the ability to influence C-level customers and internal senior leadership.<br>• A coaching-first leadership style with high accountability and strong judgment.</p> <p>The reasonably estimated OTE for this role is $375,000 - $450,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. </p><div class="content-conclusion"><h2 data-renderer-start-pos="4036"><stron ... (truncated, view full listing at source)