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Postman is the world's leading API platform used by 45+ million developers and 500,000 organizations, including 98% of the Fortune 500. The company is headquartered in San Francisco with offices globally including Tokyo, London, Boston, Austin, New York, and Bangalore.
As an SMB Account Executive for the Japan region, you will own a defined territory of accounts (up to 1,000 employees) and drive Postman Enterprise adoption. Your responsibilities include:
• Building a credible sales funnel for target accounts with the highest growth potential
• Managing the complete sales cycle from lead generation through close
• Developing strategic outbound motions for your territory while converting inbound leads
• Executing land-and-expand strategies to drive widespread adoption and larger deployments
• Educating customers on Postman's Enterprise Suite capabilities throughout the evaluation and adoption process
• Navigating key decision makers and building awareness within organizations
• Leveraging customer data and usage patterns to identify business challenges and opportunities
• Collaborating with Solutions Engineering, Customer Success, and Account Development teams to build strategic adoption plans
• Managing forecasting, billing, legal, security, and technical escalations
• Presenting to senior managers and C-suite executives
You should have a successful track record in Enterprise SaaS sales with experience selling developer or technical products. Strong skills in account mapping, pipeline generation, negotiation, and closing are essential. You must be fluent in both Japanese and English, with proven ability to develop senior-level relationships quickly and manage multiple opportunities simultaneously across various industries. Experience presenting to C-suite and managing complex, multi-stakeholder deals is required.
Postman offers competitive compensation with a pay-on-performance philosophy, flexible scheduling, comprehensive medical coverage, flexible PTO, wellness reimbursement, and monthly lunch stipends. The role is based in Tokyo with 5 days per week in-office collaboration.
