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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. This Strategic Account Executive role focuses on India's BFSI (Banking, Financial Services, and Insurance) vertical, a high-visibility senior individual contributor position at the intersection of enterprise sales, executive relationship management, and industry evangelism.
You will own Postman's most important BFSI accounts—India's largest banks, NBFCs, insurers, and asset management companies. You'll serve as a trusted advisor to C-suite and senior platform engineering leaders, helping them understand how an API-first strategy accelerates digital transformation, reduces time-to-market, and builds competitive advantage. Your responsibilities span the full revenue lifecycle: new logos, multi-year expansions, and renewals, while building long-term strategic partnerships.
Key responsibilities include: owning and growing a portfolio of named strategic BFSI accounts with accountability for new sales, expansion, upsell, cross-sell, and renewals; developing multi-year strategic account plans mapping Postman's capabilities to digital transformation priorities (API modernization, cloud migration, AI adoption, digital banking); building and maintaining trusted relationships with C-suite executives (CTO, CIO, CISO, CDO, VP Engineering, Head of Digital); identifying and engaging key BFSI-focused ISVs and system integrators for joint go-to-market strategies; leading complex, multi-stakeholder deal cycles through procurement, legal, and compliance reviews; partnering with Solutions Engineering and Customer Success on proof-of-value engagements; developing Executive Business Reviews connecting platform usage to business outcomes; maintaining 3x pipeline coverage through structured account planning; representing Postman at BFSI industry forums and regulatory roundtables; collaborating on BFSI-specific use cases and competitive intelligence; and navigating long, regulated procurement cycles using MEDDPICC methodology and Salesforce.
Required qualifications: 18+ years of B2B enterprise technology sales experience with 7+ years dedicated to BFSI accounts in India; consistent track record exceeding quota on ₹4–15 Cr+ ACV deals in enterprise SaaS, cloud, or developer/DevOps tooling; deep knowledge of the Indian BFSI landscape including key institutions, 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 with CxO and Board-level stakeholders; experience selling into regulated environments with 9–18 month sales cycles; and self-starter mentality with ability to work in ambiguity and drive cross-functional collaboration.
Preferred qualifications include prior experience at developer tooling, DevOps, API, or cloud-native companies.
