The Opportunity

About Fern

Fern is building the enterprise agent layer for APIs and is backed by Postman, giving us access to a platform used by more than 40 million developers and 98% of the Fortune 500. We operate with the focus, speed, and ownership of a startup while benefiting from Postman's enterprise reach, distribution, and API ecosystem.

As AI agents increasingly become the primary consumers of APIs, companies need more than traditional developer documentation. Agents require structured context, strongly typed interfaces, deterministic contracts, and reliable tools for discovering and executing API functionality.

Fern helps enterprises make their APIs accessible to both developers and agents through four connected product surfaces:

• Documentation that organizes technical knowledge into structured, agent-readable context
• SDKs that provide strongly typed, production-ready interfaces across major programming languages
• CLI tooling that allows developers and agents to interact with APIs directly from their workflows
• MCP servers that give AI agents a standardized way to discover and use API capabilities

About the Role

As an Account Executive, you will partner directly with engineering and platform leaders to modernize how their APIs are consumed by developers and AI agents.

You will run consultative, technically rigorous enterprise sales cycles that guide customers through hands-on evaluations of Fern's documentation, SDK, CLI, and MCP products. You will help prospects understand how Fern can improve developer experience, establish API governance, and create an agent-ready interface for their platform.
What You'll Do

• Own the full sales cycle. You will source opportunities, run discovery, coordinate technical validation, navigate procurement, and close business. You will partner closely with Sales Engineering to build tailored demonstrations and guide customers through detailed product evaluations.
• Sell to technical and executive stakeholders. Your buyers will include VPs of Engineering, Platform and Infrastructure leaders, Staff Engineers, Developer Experience teams, and technical executives. You will need the curiosity and credibility to discuss API architecture, SDK quality, CI/CD workflows, documentation systems, MCP, and long-term maintainability.
• Drive consultative enterprise deals. Fern is not a transactional product sale. Customers are often evaluating Fern as a strategic layer between their APIs, developers, and AI agents. You will help organizations quantify the operational and commercial impact of improving API adoption, reducing integration friction, and making their platform agent-ready.
• Navigate complex organizations. You will build alignment across engineering, product, security, procurement, and executive leadership. Successful deals require strong multi-threading, clear business cases, and disciplined control of the evaluation process.

About You

• You have 4+ years of B2B SaaS sales experience and have owned opportunities from prospecting through close.
• You are comfortable closing $30,000-$500,000+ ACV deals and managing complex, multi-stakeholder sales processes.
• You are a clear written and verbal communicator who can earn trust with both engineers and executives.
• You have a builder mentality and want to help define the go-to-market strategy rather than simply execute an established process.
• You are comfortable operating in a fast-moving environment with significant ownership and limited bureaucracy.
• You have sold developer tools, API infrastructure, data infrastructure, cloud platforms, or other technical enterprise products.
• You understand how APIs are designed, documented, tested, and consumed, and can confidently discuss SDKs, GitHub workflows, CI/CD systems, CLIs, and MCP.

The reasonably estimated compensation range for the role is $200,000 to $300,000 OTE, 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, 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.