Who Are We? 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. 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.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman. The Opportunity We are looking for a Key Account Director to lead growth within a set of Postman’s most important enterprise accounts. This role is part of a new strategic go-to-market motion designed to deepen our engagement with large enterprises, expand our footprint, and deliver the full value of the Postman platform. You will be paired with a pod that includes a Principal Solutions Engineer and a Field CTO, forming a high-caliber account team focused on building long-term, value-based relationships. Together, you’ll engage senior technology leaders, uncover complex challenges, and drive adoption of Postman’s enterprise and platform solutions at scale. This is not a traditional “low-hanging fruit” sales role—this is about strategic account expansion, multi-threaded enterprise engagement, and solution selling. Location: This fully remote role based in Dallas, TX. We are looking for someone who is willing to visit customers in their territory. What You’ll Do - Own and grow a portfolio of strategic enterprise accounts (e.g., Fortune 500, cloud-first companies, large-scale developer organizations). - Deeply engage with senior buyers—CIOs, CTOs, VPs of Engineering, Platform, Security, and Collaboration—to position Postman as a critical platform solution. - Drive multi-threaded sales campaigns that expand existing usage and convert massive developer adoption (tens of thousands of users) into enterprise-wide value. - Lead complex solution sales cycles across collaboration, security, API governance, and emerging AI-enabled workflows. - Identify customer pain points and design tailored value propositions that demonstrate ROI and impact at scale. - Orchestrate cross-functional engagement with Customer Success, Product, and Marketing to maximize customer outcomes. - Track, forecast, and report on account progress, pipeline health, and business results. - Be a thought partner to your accounts, staying ahead of industry trends like agentic AI, workflow automation, and cloud-native development. - Partner with relevant stakeholders to drive account strategy and expansion. About You - 10–15 years of enterprise sales experience, with a proven track record in strategic account management and expansion. - Experience selling technical and platform products (developer tools, SaaS platforms, cloud infrastructure, or security solutions). - Demonstrated success in solution selling—engaging with senior technology leaders and driving multi-million dollar expansion deals. - History of working long cycles and successfully growing accounts over time. - Ability to navigate large, complex organizations with thousands of users and multiple stakeholders. - Collaborative mindset with experience working closely with technical teams (solutions engineers, architects, CTOs). - Deep understanding of enterprise buyer personas (security, collaboration, platform, developer productivity). - Curiosity and fluency in emerging technologies, particularly AI/agentic AI, and how they can automate workflows and deliver customer value. - Strong executive presence, relationship-building skills, and the ability to influence at the C-suite level. Why Join Us - Be part of an innovative sales model at one of the fastest-growing developer platforms in the world. - Partner with world-class colleagues in a pod structure designed to maximize customer impact. - Work with some of the largest and most innovative technology companies on the planet. - Play a key role in shaping how Postman goes deeper into enterprise accounts and accelerates platform adoption. The reasonably estimated OTE for this role is $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. What Else? In addition to Postman's 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. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in 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 failures. In 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.

WHY TEXTUS TextUs on a mission to revolutionize business communication by enabling seamless and impactful engagement between workers and consumers. With a focus on innovation, ease of use, and delivering measurable results, our strategy is rooted in creating tools that outperform other messaging solutions while fostering trust and value for our customers and stakeholders. At TextUs, every team member is empowered to make a difference. Our collaborative and data-driven culture, combined with the guidance of a proven leadership team, ensures you have the resources and support to excel. Together, we’re building the future of mobile-first, conversational engagement and redefining what’s possible for businesses and their stakeholders. THE ROLE This is a player-coach role at the heart of our revenue engine. The Director of Sales will carry their own quota and close new business while directly managing a lean, high-performing team of two - a Senior Account Executive and an Account Executive. This structure is intentional: we want a leader who is still in the game, leading by example in the field, and bringing hands-on deal experience back to elevate the team around them. This role is ideal for a seasoned sales professional who thrives in fast-paced environments, is passionate about innovative communication solutions, and wants to build something meaningful alongside the team they lead. CORE RESPONSIBILITIES Individual Contributor - Own and manage a personal quota for our largest customers, Enterprise and Channel accounts: sourcing, developing, and closing new business deals independently. - Partner directly with prospects to understand their business needs and objectives, and communicate TextUs's value proposition through compelling proposals and presentations. - Accurately forecast your own monthly pipeline and revenue. - Serve as a visible model of the sales behaviors and standards you set for your team. Team Leadership - Directly manage one Senior Account Executive/Sales Manager and one Account Executive — setting expectations, coaching on deals, and driving their professional growth. - Develop and execute strategic sales plans that account for both your personal book and team-wide revenue targets. - Run deal reviews, call coaching, and pipeline inspections to keep your team sharp and your forecast accurate. - Enable your reps to perform at their ceiling by removing blockers, sharing learnings from your own deals, and providing real-time feedback. Cross-Functional - Understand and report on category-specific landscapes and trends; provide actionable feedback to Marketing and Product about what you're seeing in the field. - Collaborate with the SVP of Sales & Marketing on annual planning, quota design, and go-to-market strategy. WHO YOU ARE - Proven Player-Coach: You have 10+ years in sales with at least 2 years in a leadership role - and you're not done selling. You're energized by carrying a bag and coaching others at the same time. - Still in the Field: You close deals. You're not a manager who watches from the sideline - you lead from the front and enjoy it. - Talent Multiplier: You know how to develop reps. You give feedback clearly, run meaningful 1:1s, and help people grow without micromanaging. - Strategic Thinker: You develop plans that encompass growth targets, market penetration, and customer satisfaction - for both your personal pipeline and the team's. - Relationship Builder: Exceptional ability to forge and maintain relationships with key stakeholders, decision-makers, and influencers internally and externally. - Sharp Communicator: Outstanding interpersonal skills; fluent in crafting clear, persuasive proposals and presentations. - Strong Negotiator: A track record of closing significant deals and effectively resolving complex customer situations. - Analytically Grounded: You interpret pipeline data, sales performance, and market trends to sharpen your own approach and your team's. - Adaptable: Comfortable in a high-paced, evolving environment. You lead effectively through change. - Technologically Fluent: Solid CRM experience, comfort with data tools, and familiarity with the latest industry technologies. AdTech/MarTech background is a plus. - Values-Aligned: You're motivated by collaborative, learning-oriented, data-driven cultures - TextUs's values feel like home. EMPLOYMENT DETAILS - Job Type: Full-time - Salary Range: $250,000-275,000+ On Target Earnings - Team: 1 Senior AE + 1 AE (direct reports) - Quota Structure: Personal quota + team revenue accountability - Location: Remote. Headquartered in Denver, CO - Openings: 1 - Reporting To: SVP Sales & Marketing INTERVIEW PROCESS - 30-min Phone Screen with Recruiter - Culture fit, logistics - 60-min Interview with Hiring Manager (Zoom video) - Culture, skills, role overview - Rembrandt Assessment - Personality fit within the role and TextUs culture - 60-min Interview with CEO (Zoom video) - Culture, strategic selling, team management, product - 60-min Cross-Functional Interview (Zoom video) - Culture, leadership, skills, role overview - 30-min Q&A with CEO (Zoom) - You will come prepared with questions about the role, team, product to ensure this role is the best fit for you. By submitting your resume for this role, you consent to communication via text and email. There is no set deadline to apply for this job opportunity. Applications will be accepted on an ongoing basis until the search is no longer active. TEXTUS BENEFITS INCLUDE - Competitive pay - Health / Dental / Vision Insurance - HSA contributions - 401K with company match - Unlimited PTO - Cell phone + internet reimbursement for $100/month. - One-time $1,000 home office stipend once you’ve been with TextUs for 6 months - Up to 12 weeks of Parental Leave - 12 holidays + EOY Closure (schedule here) - U.S. remote first with optional WeWork office space in downtown Denver, CO TextUs does not discriminate based on race, color, religion (creed), gender, gender expression, age, national origin (ancestry), disability, marital status, sexual orientation, or military status, in any of its activities or operations. We are committed to providing an inclusive and welcoming environment for all members of our staff, volunteers, subcontractors, vendors, and clients.

Who Are We? 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. 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.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman. The Opportunity We are looking for a Strategic Account Director to lead growth within a set of Postman’s most important enterprise accounts. This role is part of a new strategic go-to-market motion designed to deepen our engagement with large enterprises, expand our footprint, and deliver the full value of the Postman platform. You will be paired with a pod that includes a Principal Solutions Engineer and a Field CTO, forming a high-caliber account team focused on building long-term, value-based relationships. Together, you’ll engage senior technology leaders, uncover complex challenges, and drive adoption of Postman’s enterprise and platform solutions at scale. This is not a traditional “low-hanging fruit” sales role—this is about strategic account expansion, multi-threaded enterprise engagement, and solution selling. Location: This fully remote role based in Chicago, IL. We are looking for someone who is willing to visit customers in their territory. What You’ll Do - Own and grow a portfolio of strategic enterprise accounts (e.g., Fortune 500, cloud-first companies, large-scale developer organizations). - Deeply engage with senior buyers—CIOs, CTOs, VPs of Engineering, Platform, Security, and Collaboration—to position Postman as a critical platform solution. - Drive multi-threaded sales campaigns that expand existing usage and convert massive developer adoption (tens of thousands of users) into enterprise-wide value. - Lead complex solution sales cycles across collaboration, security, API governance, and emerging AI-enabled workflows. - Identify customer pain points and design tailored value propositions that demonstrate ROI and impact at scale. - Orchestrate cross-functional engagement with Customer Success, Product, and Marketing to maximize customer outcomes. - Track, forecast, and report on account progress, pipeline health, and business results. - Be a thought partner to your accounts, staying ahead of industry trends like agentic AI, workflow automation, and cloud-native development. - Partner with relevant stakeholders to drive account strategy and expansion. About You - 10–15 years of enterprise sales experience, with a proven track record in strategic account management and expansion. - Experience selling technical and platform products (developer tools, SaaS platforms, cloud infrastructure, or security solutions). - Demonstrated success in solution selling—engaging with senior technology leaders and driving multi-million dollar expansion deals. - History of working long cycles and successfully growing accounts over time. - Ability to navigate large, complex organizations with thousands of users and multiple stakeholders. - Collaborative mindset with experience working closely with technical teams (solutions engineers, architects, CTOs). - Deep understanding of enterprise buyer personas (security, collaboration, platform, developer productivity). - Curiosity and fluency in emerging technologies, particularly AI/agentic AI, and how they can automate workflows and deliver customer value. - Strong executive presence, relationship-building skills, and the ability to influence at the C-suite level. Why Join Us - Be part of an innovative sales model at one of the fastest-growing developer platforms in the world. - Partner with world-class colleagues in a pod structure designed to maximize customer impact. - Work with some of the largest and most innovative technology companies on the planet. - Play a key role in shaping how Postman goes deeper into enterprise accounts and accelerates platform adoption. The reasonably estimated OTE for this role is $320,000- $420,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. What Else? In addition to Postman's 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. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in 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 failures. In 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.

The Role The Senior Director / VP of AI Production Reliability & Trust is accountable for two things: 1. Production reliability: ensuring HAP (our Hybrid AI Platform) and our customer deployments operate dependably under real traffic, real data, and real regulatory constraints. 2. Agent trust: building the frameworks — technical and operational — that allow enterprise customers to trust autonomous AI agents doing work on their behalf. This is not a pre-release testing role. It is not a test automation role. It is not a QA team management role. This is a runtime governance role for non-deterministic, agentic AI systems. The systems you govern make decisions autonomously. The customers who depend on them are sovereign governments and large enterprises with no tolerance for unpredictable agent behavior. What you will actually build • A production quality operating system: quality gates, phase transition criteria, incident taxonomy, observability spec across our 6-layer Reference Architecture • A continuous validation framework for agentic workflows — not test scripts run by humans, but autonomous evaluation pipelines that catch regression without human intervention • An agent decision qualification framework: risk-tiered oversight for autonomous agent decisions, from ephemeral actions that need no review to high-stakes decisions that require multi-model consensus • A trust evidence system: the observable signals — audit trails, behavioral consistency records, policy compliance evidence — that enterprise customers use to extend trust to agents operating on their behalf • Production observability: instrumentation across Ingest, Prepare, Serve, Orchestrate, Monitor, and Optimize layers of the Reference Architecture • A post-mortem and CAPA system: every production incident produces a root cause, a corrective action, and a new test that prevents recurrence What we are not looking for We want to be direct so you don't waste your time: • Leaders who will hire a team first and direct them to build — we need someone who builds first and delegates second • Candidates whose answer to "how would you do X?" is "I'd talk to my network" or "I'd evaluate vendors" — we need someone who already has answers • Enterprise QA professionals whose toolkit is Selenium, Datadog, LoadRunner, or similar AI-washed commercial tools — we use open-source and next-gen frameworks and we expect you to know them • Candidates whose production AI experience means "I oversaw a team monitoring an AI model" — we need someone who has implemented governance for autonomous agent systems • People who need defined scope and predictable hours to do their best work What we are looking for • 10+ years in quality, reliability, or production operations for complex distributed systems — with at least some of that time governing AI or ML systems in live production • Direct implementation experience with AI quality frameworks — you built it, not just led a team that built it • Familiarity with the agentic AI quality problem: non-deterministic systems, hallucination detection, behavioral drift, autonomous decision governance • Working knowledge of open-source evaluation and observability frameworks (LangSmith, Arize/Phoenix, RAGAS, PromptFlow, Weights & Biases, or similar) — not just commercial alternatives • Background in regulated industries (financial services, telecom, healthcare, government) where AI quality failures have real contractual and commercial consequences • Startup orientation: comfortable with ambiguity, iterative scope, and a team that moves faster than most people expect