Postman

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 OpportunityWith so many organizations using Postman, we are looking for an exceptional Solutions Engineer to join our team & help us support the growth of our enterprise business. You will partner with our sales team to promote an API-first development culture, nurture customer relationships, and guide Postman users in leveraging our platform to build their APIs most effectively. Ideally, we are looking for someone who lives & breathes APIs, has experience in enterprise sales, is comfortable with JavaScript & is an expert Postman user already! In addition to working with a product that customers already know and love, our sales, customer success, product, and engineering teams will support you well in this role. What You’ll Do - Help drive enterprise sales by nurturing prospects & supporting Strategic & Enterprise customers - Conduct discovery, qualification, technical demos, & proof of value workshops with prospective customers looking to embrace Postman for their API lifecycle - Handle Postman technical questions or objections & provide solutions or workarounds to address customer needs - Understand deeply our customer workflows today & how they can adopt API-first development best practices - Share customer feedback with appropriate teams & provide general customer advocacy - Remain up-to-date with the competitive landscape, current trends, & challenges in the API market - Create proof of concept integrations, tooling, & workflows as needed to support prospective customers - Maintain & develop customer sandbox environments & best practices for working with the product - Act as a technical intermediary between sales & other teams to best fit our customer needs About You - 8+ years of enterprise sales/solutions engineering experience - 4+ years of software development experience - 4+ API’s and Data platforms experience - Bachelor's degree in Computer Science, a related field, or relevant work experience - Remote work friendly, with the ability to travel up to 50% - Loves teamwork & collaboration in a fast-paced environment - Customer-facing experience & comfortable engaging all levels of technologists, including individual developers, QA, product, & engineering leaders - Experience engaging senior management & executive audiences to convey Postman's value proposition - Capable of forging deep, long-lasting relationships with Strategic customers - Strong understanding of APIs, & experience with producing & consuming APIs across different domains - Strong understanding of modern development methodologies & DevOps with an appreciation of the software development life cycle - Comfortable with the enterprise SaaS sales process & common security concerns of cloud services - Experience executing enterprise sales strategies & sales methodologies like MEDDIC, Challenger Sale, Command of the Message, etc. - Excellent listener who seeks to understand what a customer is trying to achieve rather than pre-supposing solutions - Familiar with typical developer tooling: IDEs, Git, CI/CD, monitoring services, microservices, containers, cloud computing services, etc. - Fast learner, excited & willing to learn new technology on an ongoing basis - Excellent communication skills (presentation, verbal & written) 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. 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 ValuesAt 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 opportunityPostman 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. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.

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 RoleAs an Account Executive for the IT/ITES vertical, you will be responsible for driving new enterprise revenue across Delhi NCR and North India, one of the country's largest concentrations of IT services, technology consulting, digital engineering, SaaS, and software product companies. You will own the full sales cycle—from prospecting and qualification through contract negotiation and close. You will engage technical stakeholders such as Engineering Leaders, Platform Architects, Enterprise Architects, and DevOps teams, while also building relationships with business decision-makers including CTOs, CIOs, CPOs, and Digital Transformation leaders. This is a hunter-first role for someone who thrives on building pipeline, creating opportunities from scratch, and closing complex enterprise software deals. You will play a critical role in helping organizations modernize their API strategy, improve developer productivity, and accelerate their AI transformation journey. What You'll Do - Prospect, qualify, and close new enterprise accounts within an assigned territory or named account list across IT/ITES organizations. - Own the complete sales cycle—from outbound prospecting and discovery to product demonstrations, proof-of-value engagements, commercial negotiations, and contract closure. - Build and maintain a self-generated pipeline of 3–4x quarterly quota through outbound outreach, partner collaboration, industry events, referrals, and inbound opportunities. - Develop relationships with technical buyers including VP Engineering, Engineering Directors, Platform Architects, DevOps Leaders, and Enterprise Architects. - Engage executive stakeholders including CTOs, CIOs, CPOs, Heads of Engineering, and Digital Transformation leaders. - Partner closely with SDRs and Solutions Engineers to conduct discovery workshops and demonstrate business value aligned to customer priorities. - Deliver compelling product demonstrations and executive presentations that highlight how Postman improves developer productivity, API governance, collaboration, testing automation, and AI readiness. - Maintain accurate opportunity management, forecasting, and pipeline hygiene within Salesforce. - Meet and exceed quarterly and annual new ARR targets. - Collaborate with Customer Success teams to ensure successful onboarding, adoption, and expansion opportunities post-sale. - Represent Postman at industry events, technology conferences, developer communities, and customer engagements. - Stay informed on market trends and competitive solutions across API management, developer tooling, DevOps, cloud, testing, observability, and AI development platforms. What We're Looking ForRequired Qualifications - 13–15 years of B2B technology sales experience with a strong track record in enterprise SaaS, developer tools, cloud, infrastructure, or platform software. - Proven history of new logo acquisition and consistent quota attainment at or above target across multiple years. - Experience selling into IT/ITES organizations such as TCS, Infosys, Wipro, HCLTech, Tech Mahindra, LTIMindtree, Cognizant, Capgemini, Nagarro, Coforge, Birlasoft, Publicis Sapient, GlobalLogic, and similar enterprises. - Strong understanding of enterprise software buying cycles and stakeholder management. - Experience engaging engineering, platform, infrastructure, cloud, DevOps, and product organizations. - Strong presentation, negotiation, and executive communication skills. - Experience managing complex multi-stakeholder enterprise sales cycles. - Proficiency with Salesforce and modern sales engagement platforms. - Self-starter with a hunter mentality and the ability to independently generate and close opportunities. Preferred Qualifications - Existing network across IT Services, Digital Engineering, GCCs, SaaS companies, and technology consulting firms in Delhi NCR and North India. - Experience working at a Product-Led Growth (PLG) company. - Familiarity with Postman or adjacent developer-focused platforms. - Experience selling developer productivity, DevOps, cloud-native, API management, observability, testing, or security solutions. - Experience with enterprise sales methodologies such as MEDDIC, Challenger Sale, or Command of the Message. - Understanding of API-first architectures, microservices, cloud-native development, and enterprise AI adoption. Location & TravelPune, India (Hybrid). This role requires regular in-person engagement with accounts across Pune, Mumbai, and occasionally other metros. Estimated travel: 20% 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. 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 ValuesAt 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 opportunityPostman 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. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.

Design and develop modular SDKs and component libraries, establish architectural patterns for code quality, and champion engineering excellence through mentorship and collaboration to enhance the frontend ecosystem for millions of users.

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 RoleAs an Account Executive for the IT/ITES and Automotive verticals, you will be the primary driver of new enterprise revenue across Pune and the surrounding region — one of India's most dense clusters of software services and automotive technology companies. You will own the full sales cycle: identifying, qualifying, and closing enterprise accounts at companies like Persistent Systems, KPIT, Tata Motors, Mahindra & Mahindra, and their technology peers. You will engage technical buyers (VP Engineering, Platform Architects, DevOps leads) and business buyers (CTO, CPO) with a compelling narrative about how Postman accelerates API development velocity, reduces integration risk, and positions organisations for an AI-first future. This is a high-energy, hunter-first role for someone who thrives on prospecting, building pipeline from scratch, and closing complex enterprise deals. What You'll Do - Prospect, qualify, and close new enterprise accounts within an assigned territory or named account list across IT/ITES (software services, product companies) and Automotive OEM and supplier verticals - Own the complete sales cycle — outbound prospecting, discovery, product demonstration, proof of concept, commercial negotiation, and contract close — for deals with an ACV of ₹50L–₹4Cr - Build a self-sourced pipeline of 3–4x quarterly quota through outbound outreach, partner co-sell, industry events, and inbound follow-up - Engage and build relationships with technical buyers (VP/Director of Engineering, DevOps Leads, Platform Architects) as well as economic buyers (CTO, CPO, VP Product) - Partner with Sales Development Representatives (SDRs) and Solutions Engineers to run structured discovery workshops and proof-of-value (PoV) engagements tailored to customer use cases - Deliver compelling product demonstrations and executive-level presentations that connect Postman's platform to each customer's specific pain points: API proliferation, developer productivity, test automation gaps, or AI agent development - Accurately manage and maintain opportunity data, forecasting, and pipeline hygiene in Salesforce CRM, with weekly forecast commitment to sales leadership - Meet and exceed quarterly and annual new ARR quota targets; participate in accelerator programmes for overachievement - Collaborate with Customer Success post-close to ensure strong onboarding, early product adoption, and surface expansion opportunities within the account - Represent Postman at trade shows, developer conferences (e.g., PyCon India, DockerCon, API World), and customer events in the Pune and Maharashtra region - Stay current on the API and developer tooling competitive landscape (Insomnia, SwaggerHub, Apigee, MuleSoft, Kong, Stoplight) and articulate Postman's differentiation clearly About YouRequired Qualifications - 13–15 years of total B2B technology sales experience, with demonstrated track record in enterprise SaaS or developer tooling - Proven, documented history of new logo acquisition and consistent quota attainment at 100%+ over multiple consecutive years - Experience selling to IT/ITES companies (e.g., TCS, Infosys, Wipro, HCL, Capgemini, LTIMindtree, Persistent, KPIT, Mphasis) or technology-intensive Automotive OEMs/suppliers - Familiarity with developer-focused or technical product sales — API tools, DevOps platforms, cloud-native infrastructure, testing, observability, or security tooling - Strong presentation and negotiation skills; ability to build consensus across technical and business stakeholders - Proficiency with CRM tools (Salesforce) and sales engagement platforms (Outreach, Salesloft, or equivalent) - Self-starter with a hunter mentality; comfortable with ambiguity and capable of driving pipeline generation independently Preferred Qualifications - Prior experience at a Product-Led Growth (PLG) company where developer/end-user adoption converts to enterprise contracts - Familiarity with Postman, Postman Collections, API design workflows, or adjacent developer tooling - Experience with enterprise sales methodologies such as MEDDIC, Challenger Sale, or Command of the Message - Understanding of API-first architecture, microservices patterns, and how enterprises are adopting AI-native API strategies - Existing network within IT services, software product, or automotive technology companies in the Pune / Maharashtra region Location & Travel Pune, India (Hybrid). This role requires regular in-person engagement with accounts across Pune, Mumbai, and occasionally other metros. Estimated travel: 20% 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. 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, 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 ValuesAt 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 opportunityPostman 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. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.

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 RoleAs a Strategic Account Director for the BFSI vertical, you will own Postman's most important accounts — India's largest banks, NBFCs, insurers, and AMCs. This is a high-visibility, senior individual contributor role that sits at the intersection of enterprise sales, executive relationship management, and industry evangelism. You will be the trusted advisor to C-suite and senior platform engineering leaders across BFSI, helping them understand how an API-first strategy — underpinned by Postman — accelerates digital transformation, reduces time-to-market, and builds competitive advantage. You will own the full revenue lifecycle — new logos, multi-year expansions, and renewals — while building long-term strategic partnerships that compound over time. You will also identify and engage key ISVs within the BFSI ecosystem, driving co-sell and joint-influence motions that amplify Postman's reach in the sector. What You'll Do - 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 About YouRequired Qualifications - 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 Preferred Qualifications - 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 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%. 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. 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, 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 ValuesAt 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 opportunityPostman 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. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.

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 OpportunityThe Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, & management to create campaigns & prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience to set the stage for future product sales for Postman. What You’ll Do - Work with the Account Development Manager & cross functional teams to create strategic targets to identify & generate new & expansion business opportunities - Meet or exceed strategic goals & committed targets by engaging with qualified leads & enabling the next step in the sales cycle - Qualify opportunities by understanding business challenges while also educating them on the value of our product - Complete detailed research within targeted accounts to identify key contacts & critical account information - Identify & target strategic new prospects that would accelerate territory growth - Select & engage with prospects that are identified through marketing efforts - Become an expert in sales prospecting platforms & tools - Use identified customer challenges to prescribe relevant campaigns & events to drive engagement - Develop superior customer service relationships with prospects. - Self audit activity to ensure accuracy & to enable improvement - Proactively learn Postman’s product, competitive products, & market knowledge via website, online webinars, & other marketing information. - Update lead status & all prospect interaction in CRM application daily - Become an expert with sales enablement tools About You - 1‐2 years’ experience in business development, sales or related field. - Fluent in both Swedish and English. - Experience with lead qualification at all levels within organizations – developers, managers, directors, VPs, executives is a plus. - Ability to work in a high energy, fast‐paced sales environment. You think out-of-the-box and wow people with your interesting angles and quality work. - Proficient with standard productivity tools. 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. 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, 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 ValuesAt 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 opportunityPostman 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. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.

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 OpportunityThe Account Development Representative will have the responsibility of uncovering business needs for Strategic & Enterprise Accounts to build a pipeline for the sales organization. The ADR will collaborate with marketing, sales enablement, & management to create campaigns & prospect to develop to the point of handoff for Sales. An implicit responsibility of the ADR is to conduct business dealings with prospects in a way that creates a superior customer/prospect experience to set the stage for future product sales for Postman. What You’ll Do - Work with the Account Development Manager & cross functional teams to create strategic targets to identify & generate new & expansion business opportunities - Meet or exceed strategic goals & committed targets by engaging with qualified leads & enabling the next step in the sales cycle - Qualify opportunities by understanding business challenges while also educating them on the value of our product - Complete detailed research within targeted accounts to identify key contacts & critical account information - Identify & target strategic new prospects that would accelerate territory growth - Select & engage with prospects that are identified through marketing efforts - Become an expert in sales prospecting platforms & tools - Use identified customer challenges to prescribe relevant campaigns & events to drive engagement - Develop superior customer service relationships with prospects. - Self audit activity to ensure accuracy & to enable improvement - Proactively learn Postman’s product, competitive products, & market knowledge via website, online webinars, & other marketing information. - Update lead status & all prospect interaction in CRM application daily - Become an expert with sales enablement tools About You - 1‐2 years’ experience in business development, sales or related field. - Fluent in both Danish and English. - Experience with lead qualification at all levels within organizations – developers, managers, directors, VPs, executives is a plus. - Ability to work in a high energy, fast‐paced sales environment. You think out-of-the-box and wow people with your interesting angles and quality work. - Proficient with standard productivity tools. 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. 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, 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 ValuesAt 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 opportunityPostman 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. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.

• Take ownership of the full sales cycle from prospecting to closure • Build a strategic plan for your territory • Create and manage sales sourced outbound opportunities • Execute a land and expand sales strategy to drive widespread adoption and larger deployments • 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 • Provide recommendations based on customers’ business needs and usage patterns • Identify customer needs and collaborate with Postman teammates to ensure long term customer success • Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries • Provide a detailed and accurate forecast • Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts • Be a great listener!

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 OpportunityPostman is the world’s leading API platform, helping organizations across every industry collaboratively design, build, test, document, share, and manage their APIs. Our rocket continues to reach new heights, which is why we are looking for an experienced Solutions Engineer to support our rapidly growing enterprise customer base in the Nordics region. As a Solutions Engineer at Postman, you will partner closely with the Sales, Product, and Customer Success teams to deliver technical expertise throughout the sales cycle. You will be a trusted advisor to our customers, helping them understand how Postman’s platform can streamline their API lifecycle, improve collaboration, and drive innovation. You will play a critical role in shaping customers’ API strategies, influencing product adoption, and ensuring technical success. If you are passionate about APIs, software development, and solving complex customer challenges, we would love to have you on the team! What You’ll DoAccount Strategy - Lead technical discovery sessions to uncover customer challenges, understand pain points, and determine where Postman can provide the most value. - Build and nurture strong relationships with technical leaders and decision-makers. Provide guidance on best practices for leveraging Postman effectively throughout the entire API lifecycle. - Collaborate with customers to set clear success criteria, design and deliver tailored proofs of concept, and bring those goals to life through engaging demos, workshops, and hands-on sessions that highlight Postman’s strengths. - Work closely with Sales, Product, and Customer Success teams to ensure alignment across plans and execution, driving outcomes that support customer goals. Customer and Industry Insights - Maintain a deep understanding of Postman’s capabilities, the API ecosystem, and industry trends (e.g., AI in API design, DevOps, and API security). - Collect and share customer insights with Product and Engineering teams to influence roadmap decisions and enhance overall customer experience. Marketing and Evangelism - Represent Postman at industry events, conferences, and webinars. Create and share technical content (blogs, demos, tutorials) that highlight real-world use cases and best practices, showcasing Postman’s impact in the world of APIs and beyond. About You - 5+ years of experience in technical consulting, pre-sales engineering, or related roles. - 5+ years of experience in software engineering. - Expertise in one or more of the following: - REST and GraphQL APIs - API lifecycle management tools (e.g., Postman, Swagger/OpenAPI, Kong, Apigee) - CI/CD and automation - Cloud platforms (AWS, Azure, GCP) - Modern software development practices - Excellent communication skills in English, with comfort in customer-facing presentations. Communication skills in Danish or Swedish are a plus. - Ability to travel up to 25% across the EMEA region, with occasional global travel for company events. 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. 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, 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 ValuesAt 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 opportunityPostman 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. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.

• Help drive enterprise sales by nurturing prospects & supporting Strategic & Enterprise customers • Conduct discovery, qualification, technical demos, & proof of value workshops with prospective customers looking to embrace Postman for their API lifecycle • Handle Postman technical questions or objections & provide solutions or workarounds to address customer needs • Understand deeply our customer workflows today & how they can adopt API-first development best practices • Share customer feedback with appropriate teams & provide general customer advocacy • Remain up-to-date with the competitive landscape, current trends, & challenges in the API market • Create proof of concept integrations, tooling, & workflows as needed to support prospective customers • Maintain & develop customer sandbox environments & best practices for working with the product • Act as a technical intermediary between sales & other teams to best fit our customer needs