Account Executive

• 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
• 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

Benefits

• Health care: Based on where you’re located and the plans available there, you can have up to 100% of your and your family’s premium costs covered by Postman, or receive a generous monthly allowance to supplement existing medical coverage
• Unlimited PTO: All full-time Postman employees have unlimited paid time off (PTO). We strongly encourage everyone to exercise this benefit to ensure that personal and work lives remain well-balanced, healthy, and fully charged. Your body, mind, spirit, and loved ones will appreciate it!
• Supporting healthy meals: We want to ensure you eat healthy each day. It’s why we provide a taxable monthly stipend so that you can be nourished throughout the week
• Play well, be well: We’re serious about your wellness. Whether it’s a boxing club membership, hula classes, or a longboard, we’re here to cheer you on to get out and get moving. We’ll reimburse you for activities and items that bring you joy through our wellness and fitness program
• Career development: We support your career development by providing access to unlimited courses on Udemy and a book allowance. Enhance and uplevel your skills, and even learn something completely new!- You have sold developer tools, API infrastructure, data infrastructure, cloud platforms, or other technical enterprise products
• You are comfortable operating in a fast-moving environment with significant ownership and limited bureaucracy
• You are a clear written and verbal communicator who can earn trust with both engineers and executives
• You understand how APIs are designed, documented, tested, and consumed, and can confidently discuss SDKs, GitHub workflows, CI/CD systems, CLIs, and MCP
• 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 have a builder mentality and want to help define the go-to-market strategy rather than simply execute an established process