Strategic Account Executive, DACH

Postman; Berlin (NH); On-site; USD 104,000 - 173,000; Full time

Benefits offered by this job

Medical coverage

Flexible PTO

Wellness reimbursements

Lunch stipend

Wellness programs

Team-building events

Donation matching

Job summary

Postman is seeking a Senior Strategic Account Executive to drive enterprise deals and expand our footprint with top accounts in a global sales team. You will own the end-to-end sales cycle, build trusted relationships with senior executives, and align Postman Enterprise value with customer needs.

You will operate in a fast-paced, high-velocity environment, collaborating with Solutions Engineering and Customer Success to close multi-million contracts while delivering accurate revenue forecasts

Qualifications

• 8+ years of account executive experience selling enterprise solutions.
• Native German and fluent English.
• Experience targeting VPs & C-suite executives.
• Proven track record at a strategic level.
• Experience selling developer/technical products is a strong plus.
• Strong experience managing a pipeline & closing large contracts.
• Excellent communication & negotiation skills.
• Develop senior-level relationships quickly.
• Experience presenting to senior managers & the C-suite.

Responsibilities

• Build a credible funnel for Postman Enterprise adoption within a portfolio of strategic prospects.
• Develop strategic relationships with VP & C-level contacts in target accounts.
• Own the full sales cycle from lead to close.
• Provide detailed weekly progress reports.
• Drive land-and-expand motions to increase Postman footprint.
• Educate customers on the value of Postman Enterprise during evaluation.
• Provide monthly forecasting & revenue delivery.
• Collaborate with Solutions Engineering, Customer Success, and Leadership to craft adoption plans.
• Suggest recommendations based on customers’ business needs & usage patterns.

Skills

Enterprise sales

Strategic account management

Negotiation

Pipeline management

C-level communication

Job description

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 Team

This is a unique opportunity to join a high velocity sales team within our fast-growing Enterprise business. With nearly every major Fortune 1000 company in the world using Postman at some level, we are positioned to expand our Enterprise presence exponentially over the coming year. We are looking for a passionate, energetic, & value-centric Strategic Account Executive to seamlessly navigate enterprise sales cycles, effectively close deals, & drive revenue within a set of strategically important named accounts.

As a senior quota-carrying role in our sales team, this position contributes significantly to business and revenue targets by developing and expanding our footprint among our most strategic accounts. The ideal candidate has personally driven significant sales growth at the or Strategic level.

What You’ll Do

• Build a credible funnel for Postman Enterprise adoption within a portfolio of Postman’s most strategic prospects/customers
• Build strategic relationships with VP & C level contacts within target accounts
• Take ownership of the full sales cycle from lead to close.
• Provide detailed weekly reports on progress.
• Drive an effective land and expand motion to increase Postman’s footprint org wide.
• Help educate customers on the value of Postman Enterprise throughout the evaluation & adoption cycle.
• Generate short term results whilst maintaining a long term perspective to maximize overall revenue generation.
• Provide accurate monthly forecasting & revenue delivery.
• Collaborate & work with Solutions Engineering, Customer Success Managers, Leadership, etc. to build strategic adoption plans for customers in large accounts
• Provide recommendations based on customers’ business needs & usage patterns

About You

• 8+ years of Account Executive experience selling enterprise solutions
• Native German and fluent English speaker
• Relevant experience targeting VPs & C suite executives
• Proven track record at a strategic level
• Experience selling developer &/or technical products a strong plus
• Strong experience managing a pipeline & closing large contracts
• Excellent communication skills both with customers & within an organization
• Proven negotiation & closing skills, as demonstrated by regularly exceeding sales targets while selling right-fit customers.
• Strong track record of navigating within large & mid-market organizations
• Ability to develop senior level relationships quickly & effectively
• Experience presenting to senior managers & the C-suite
• Ability to manage multiple opportunities simultaneously at various stages of the buying process
• Takes an active interest in increasing customer satisfaction & deepening customer relationships

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.

• full medical coverage
• flexible PTO
• wellness reimbursement
• a monthly lunch stipend
• 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
• our donation-matching program can support the causes you care about

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 Values

At 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 opportunity

Postman is an Equal Employment Opportunity and AffirMicative 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.