Role Description Appriss Retail is looking for a driven Account Executive to join our GTM team and lead enterprise sales efforts across new customer acquisition and expansion. Reporting directly to the CRO, you will sell our retail SaaS and loss prevention solutions to C-level executives, managing complex sales cycles and building lasting client relationships. This is a high-impact role for a self-starter who knows how to open doors, build pipeline, and close. - Own and exceed quarterly revenue targets by building and maintaining a strong, balanced pipeline. - Prospect for new business and partner with Marketing on lead generation campaigns. - Develop complex, value-based business cases using customer data to drive deals forward. - Build and nurture relationships across prospect and customer organizations, partnering with Customer Success post-sale. - Stay current on retail industry trends and provide feedback to Product Strategy. - Represent Appriss Retail at trade shows, conferences, and industry events. - Maintain accurate, up-to-date records in Salesforce CRM. Qualifications - 8+ years of enterprise SaaS sales experience, with a focus on selling into enterprise retail brands. - Experience with loss prevention or fraud solutions nice to have. - Demonstrated success managing long, complex enterprise sales cycles from prospecting through close. - Working knowledge of retail operations, finance and IT. Able to navigate business, finance and technology stakeholders. - Proficiency with a structured sales methodology (e.g. Sandler, Challenger, MEDDIC, or equivalent). - Bachelor’s degree or equivalent experience. Requirements - Consistent track record of meeting or exceeding quota. - Executive presence with the ability to present to C-suite and board-level audiences. - Strong emotional intelligence, relationship-building skills, and ability to influence at all levels. - Excellent written and verbal communication — clear, concise, and confident. - Strong negotiation skills and ability to craft compelling business cases. - Self-directed and collaborative; thrives in a fast-paced, evolving environment. Benefits - Competitive and comprehensive benefits package designed to support your well-being at work and beyond. - Benefits begin on your first day and include multiple medical plan options, dental and vision coverage, health savings and flexible spending accounts, paid parental leave, and supplemental coverage for life’s unexpected moments. - Generous paid time off. - 401(k) with immediate vesting and company match. - Short- and long-term disability. - Free access to health and wellbeing resources such as Calm and Sworkit. - Access to learning and development opportunities to help you grow your career.

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. About the RoleAs 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 ForRequired 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 & TravelPune, India (Hybrid). This role requires regular in-person engagement with accounts across Pune, Mumbai, and occasionally other metros. Estimated travel: 20% 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, New York City, 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 ValuesAt 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 opportunityPostman 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.

• Increase sales through greater penetration within existing accounts, while also prospecting and building business with new accounts • Responsible for meeting or exceeding sales and margin goals • Demonstrate outstanding customer service to build relationships and ensure customer satisfaction • Implement and manage pricing strategies within all accounts • Work with manufacturers' representatives to sell promoted items • Attend sales meetings and meet with Sales Manager on a regular basis • Manage Account Receivables successfully • Communicate and cooperate in a productive manner with all departments • Utilize all appropriate VIP sales techniques and methodologies

• Own new business generation and quota attainment for Eko’s Telehealth platform across assigned enterprise healthcare segments. • Build and execute a target account strategy focused on hospitals, health systems, IDNs, virtual care programs, telehealth departments, and distributed care organizations. • Prospect into new accounts through a multi-channel approach, including outbound email, phone, LinkedIn, referrals, events, partner channels, and account research. • Identify and engage key decision makers and influencers, including leaders in virtual care, telehealth, IT, clinical operations, innovation, nursing, specialty care, and executive leadership. • Create and qualify new sales opportunities by understanding customer workflows, current virtual care infrastructure, unmet needs, budget, timeline, stakeholders, and decision process. • Develop and maintain a strong pipeline of qualified opportunities sufficient to achieve quarterly and annual new business targets. • Lead commercial conversations, pricing discussions, proposal development, negotiation, and contract execution in partnership with Sales leadership and internal stakeholders. • Partner with Solutions Engineering, Product, Customer Success, and Implementation teams to address technical, workflow, security, and integration questions during the sales process. • Collaborate with Marketing to refine sales messaging, prospecting templates, pitch decks, sell sheets, case studies, and other materials supporting the Telehealth sales motion. • Maintain accurate Salesforce records, including account plans, contacts, activity history, opportunity stages, next steps, close dates, forecasts, and pipeline health. • Respond to inbound leads quickly and professionally, ensuring timely qualification and follow-up. • Ensure compliance with company policies and applicable laws and regulations. • Other duties as assigned.