SMB Account Executive, Germany

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.

The Opportunity.

Each SMB Account Executive has a set territory of accounts (up to 1,000 employees) across the DACH region, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working new inbound leads, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.

What You’ll Do.

Given a portfolio or group of organizations with the most promising growth opportunities, build a credible funnel for Postman Enterprise adoption

Take ownership of the full sales cycle from lead to close

Build a strategic outbound motion for your territory

Convert inbound leads to closed opportunities

Execute a land and expand sales strategy to drive widespread adoption and larger deployments

Help educate customers on the value of Postman throughout the evaluation and adoption cycle

Navigate key decision makers to build Postman Enterprise awareness within organizations

Leverage data to understand your customers and prospects to gain insight into their business challenges

Be a great listener, identify customer needs and collaborate with Postman teammates to ensure customer success

Communicate and organize/escalate issues appropriately including: billing, legal, security, on-boarding, and technical inquiries

Provide a detailed, accurate forecast

Collaborate and work with Solutions Engineering, Customer Success Managers, Account Development representatives Leadership, etc. to build strategic adoption plans for customers in large accounts

Provide recommendations based on customers’ business needs and usage patterns

About You.

Able to strategically map out and break into accounts

Successful track record of pipeline generation

Relevant sales experience preferably in an Enterprise SaaS organization

Experience