Strategic Account Executive
Postman
IndiaPosted 1 month ago
Skill Required
SalesMicroservicesSalesforceServiceNowPostmanCybersecurityGitMachine Learning
Key highlights
- 18+ years total B2B enterprise technology sales experience required
- Minimum 7+ years dedicated BFSI account focus in India
- Full medical coverage among benefits
- Hybrid role based in Mumbai with 20‑30% travel
- Ability to close deals of ₹4–15 Cr+ ACV
- Pay‑on‑performance philosophy with flexible schedule
Role overview
As a Strategic Account Director for the BFSI vertical at Postman, you will own the company’s most important accounts—India’s largest banks, NBFCs, insurers, and AMCs. This senior individual‑contributor role sits at the intersection of enterprise sales, executive relationship management, and industry evangelism, acting as a trusted advisor to C‑suite and senior platform engineering leaders to drive API‑first digital transformation.
Responsibilities
- Own and grow a portfolio of named strategic BFSI accounts (private and PSU banks, NBFCs, insurance majors, AMCs, capital markets firms) — responsible for new sales, expansion, upsell, cross-sell, and renewals to deliver multi-year ARR targets
- Develop and execute multi-year strategic account plans that map Postman's platform capabilities to each account's digital transformation priorities (API modernisation, cloud migration, AI adoption, digital banking)
- Build and maintain trusted C-suite and senior executive relationships (CTO, CIO, CISO, CDO, VP Engineering, Head of Digital) — positioning Postman as a strategic platform partner, not a point tool
- Identify, engage, and build relationships with key BFSI-focused ISVs and system integrators to develop joint go-to-market and co-sell strategies that accelerate customer adoption
- Lead complex, multi-stakeholder deal cycles from initial discovery through commercial close, including procurement, legal, information security, and regulatory compliance reviews
- Partner with Solutions Engineering, Customer Success, and Professional Services to design and deliver compelling proof-of-value engagements that demonstrate measurable ROI
- Develop and deliver Executive Business Reviews (EBRs/QBRs) that connect Postman platform usage to business outcomes relevant to BFSI leaders
- Map account white-space and maintain a 3x pipeline coverage ratio through structured account planning, stakeholder expansion, and executive sponsorship programmes
- Represent Postman at BFSI industry forums, RBI/SEBI technology roundtables, customer advisory boards, and executive briefings to build brand and market presence
- Collaborate with Product, Marketing, and Partnerships on BFSI-specific use cases, competitive intelligence, customer advisory inputs, and go-to-market assets
- Accurately forecast committed revenue using MEDDPICC methodology and maintain rigorous CRM hygiene in Salesforce
- Work cross-functionally to navigate long, regulated procurement cycles common in the BFSI sector, including RFP/RFI response coordination
Requirements
- 18+ years of total B2B enterprise technology sales experience, with at least 7+ years of dedicated focus on BFSI accounts in India
- Consistent, documented track record of exceeding quota on deals of ₹4–15 Cr+ ACV in enterprise SaaS, cloud, or developer/DevOps tooling
- Deep knowledge of the Indian BFSI landscape — key institutions (private banks, PSU banks, insurance majors, NBFCs, capital markets), their buying patterns, regulatory environment, and digital transformation priorities
- Demonstrated ability to lead complex, multi‑threaded enterprise deals involving procurement, legal, infosec, and C‑suite sign‑off in regulated environments
- Executive presence and credibility — proven ability to engage, influence, and build trust with CxO and Board‑level stakeholders
- Experience selling technology into regulated environments with long sales cycles (9–18 months)
- Self‑starter with the ability to work in ambiguity, take ownership of outcomes, and drive results with cross‑functional team collaboration
Nice to have
- Prior experience at a developer tooling, DevOps, API, or cloud‑native company (e.g., MuleSoft/Apigee, Salesforce, ServiceNow, GitLab, Kong, Hashicorp)
- Understanding of API‑first architectures, microservices, DevSecOps, and AI/ML adoption in enterprise banking and insurance contexts
- Experience with enterprise sales methodologies such as MEDDIC, MEDDPICC, or SPIN
- Existing C‑level network within major Indian BFSI institutions
- MBA from a reputed institution or equivalent advanced qualification
Benefits
- Pay‑on‑performance philosophy with flexible schedule working with a fun, collaborative team
- Full medical coverage
- Flexible PTO
- Wellness reimbursement
- Monthly lunch stipend
- Wellness programs to support physical and mental health
- Frequent team‑building events
- Donation‑matching program
- Inclusive culture encouraging personal best
- In‑office collaboration model (5 days a week in hubs, Bangalore transitioning to 5 days per week)
Additional details
- 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.
- Headquartered in San Francisco with offices in Boston, New York, Austin, Tokyo, London, and Bangalore – where Postman was founded.
- Privately held with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners.
- P.S: We highly recommend reading The "API‑First World" graphic novel to understand the bigger picture and our vision at Postman.
- Location & Travel: Mumbai, India (Hybrid). This role requires regular in‑person engagement with BFSI customers across Mumbai and key financial centers (Pune, Bengaluru, Chennai, Delhi NCR). Estimated travel: 20‑30%.
- 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 Affirmative 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.
- Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes and will not pay fees to any third‑party agency without a signed agreement.