The Opportunity

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.

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.

Location: This is a fully remote role.
What You'll Do

• Own Enterprise revenue outcomes, consistently delivering against quarterly and annual bookings targets.
• Lead, mentor, and develop Directors, Managers, and senior Enterprise sellers, building a deep leadership bench.
• Define and evolve Enterprise sales strategy, including segmentation, coverage models, account allocation, and capacity planning.
• Establish operating rigor across forecasting, pipeline inspection, deal reviews, and execution cadence.
• Drive excellence in enterprise account planning, multi-threaded deal strategy, and executive engagement.
• Partner cross-functionally to align go-to-market strategy, product adoption, and customer outcomes across the Enterprise segment.
• Guide teams through highly complex deal cycles involving security, legal, procurement, and executive approvals.
• Serve as an executive escalation point for strategic customers and internal stakeholders.
• Provide structured feedback from the field to influence product roadmap, pricing, packaging, and go-to-market decisions.

About You

• 10+ years of experience selling complex, technical SaaS solutions to Enterprise customers.
• 5+ years of experience leading and scaling Enterprise sales teams, including managing managers.
• Proven track record of building predictable revenue engines in high-growth environments.
• Deep expertise in enterprise buying motions, long sales cycles, and multi-stakeholder deal dynamics.
• Strong ability to translate technical platforms into strategic business value for executive audiences.
• Experience driving consumption-based and commitment-based revenue models at scale.
• Fluency in modern enterprise sales frameworks (e.g., MEDDIC, Miller Heiman, Sandler, Corporate Visions).
• Executive presence with the ability to influence C-level customers and internal senior leadership.
• A coaching-first leadership style with high accountability and strong judgment.

The reasonably estimated OTE for this role is about $440,000 to $490,000 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, 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.