About the job

Discover Your Role at Fern
At Fern, we empower software companies to create exceptional API experiences. Our clientele includes industry giants such as Nvidia, Square, and Twilio, alongside rapidly growing AI innovators like ElevenLabs and OpenRouter.
With the imminent rise of AI agents automating API integrations, our mission is clear: provide developers with the tools they need to succeed. We focus on delivering strongly typed schemas, structured endpoints, deterministic contracts, and comprehensive documentation.
Our dynamic team, comprised of experts from Google, Palantir, Amazon, and Uber, thrives in Williamsburg, Brooklyn. After our acquisition by Postman, we've gained access to 40 million users and nearly all Fortune 500 companies, all while preserving the agility and vision of a startup.
The Opportunity
As a Technical Account Executive, you will collaborate closely with engineering leaders to transform the consumption of their public APIs. You will lead consultative technical sales cycles, guiding prospects through practical evaluations that highlight how Fern enhances developer experiences and prepares systems for AI integration. Expect a typical sales cycle of 2–8 weeks.
Your Key Responsibilities:
- Manage the entire sales process: From identifying opportunities to conducting discovery, technical validation, and closing deals. You will work with Sales Engineering to craft personalized demos and facilitate in-depth product evaluations. You are accountable for the outcomes.
- Engage with technical buyers: Your audience includes VPs of Engineering, Staff Engineers, and Platform teams. Establishing credibility and demonstrating curiosity about API design, SDK quality, CI/CD workflows, and long-term maintenance is essential.
- Facilitate high-value consultative sales: Our average contract values range from $30k to over $500k. Decisions involve alignment across engineering and leadership, and you will help clients assess the value of improving their developer experience and whether Fern is their optimal long-term partner.
- Contribute to our sales playbook: Shape our sales strategies, product positioning, and scaling efforts. You will influence the direction of how we approach sales.

