Senior Solutions Architect

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 As a Senior Solutions Architect - Strategic Accounts, you will play a pivotal role in managing and growing Postman’s most critical enterprise relationships. This is a senior-level, high-impact role that blends deep technical expertise with business strategy, customer relationship management, and growth leadership. You will act as a trusted technical advisor and strategic partner to marquee customers, helping them unlock the full value of Postman’s API platform. By deeply understanding their architecture, goals, and organizational dynamics, you will drive technical delivery, scale adoption, and uncover new opportunities for innovation and expansion across the enterprise. This role is ideal for a technically astute and customer-obsessed individual who thrives at the intersection of technology and business. You bring a hunter mentality, a strong sense of ownership, and a passion for discovering new use cases and building lasting partnerships with engineering and leadership stakeholders alike. What You’ll Do 1. Strategic Engagement & Customer Leadership Serve as the technical lead and trusted advisor for a portfolio of Postman’s most strategic enterprise accounts, guiding customers through every stage of the API lifecycle. Develop a deep understanding of each customer’s strategic initiatives, organizational goals, and API maturity, and align Postman’s platform to support outcomes like digital acceleration, internal developer productivity, and API monetization. Define and drive joint success plans that reflect both technical enablement and business value realization. 2. Business-Driven Technical Advisory Engage with technical and non-technical stakeholders to translate business drivers and pain points into actionable technical strategies using Postman’s products and capabilities. Articulate complex problem spaces—such as API governance, developer onboarding, service discoverability, or versioning challenges—into clear implementation paths. Provide proactive, high-touch advisory to promote best practices in API design, testing, monitoring, collaboration, and consumption. 3. Pattern Matching, Knowledge Sharing & Product Influence Identify and synthesize recurring usage patterns, friction points, and unmet needs across your customer portfolio to influence Postman’s strategic approach to large enterprises. Contribute to internal playbooks and reusable architectures, enabling the broader team to scale enterprise best practices. Act as a critical feedback loop to the Product and Engineering teams, providing structured, prioritized insights that inform roadmap discussions and influence feature prioritization. Partner with Product Managers during roadmap reviews, early access programs, and pilot deployments to ensure enterprise requirements are incorporated early and often. 4. Opportunity Discovery & Growth Activation Adopt a hunter mindset within each strategic account, working to uncover new use cases, teams, and departments where Postman can deliver high value. Use product usage data, strategic account planning sessions, and stakeholder interviews to map expansion pathways. Collaborate closely with Account Executives and Customer Success Managers to drive revenue growth through renewals, expansions, and cross-functional adoption. 5. Cross-Functional Collaboration Operate as a hub of strategic account intelligence, collaborating seamlessly with teams across Postman including: Sales & Customer Success to define account strategy and measure business impact. Solutions Engineering for deep technical validations and implementation guidance. Product & Engineering to advocate for critical customer needs and influence roadmap direction. Marketing and Partnerships to amplify customer stories, surface use cases, and explore integrations. Lead or contribute to cross-functional account reviews, customer business reviews (QBRs), and internal deal desk discussions to align on strategy and execution. 6. Relationship Building & Executive Engagement Build long-term, trust-based relationships with senior technical and business stakeholders. Navigate complex customer organizations to influence decision-making and drive alignment across silos. Represent Postman with thought leadership and strategic presence in customer briefings, workshops, and co-innovation sessions. About You 8+ years of experience in a technical, customer-facing role (e.g., Technical Account Manager, Solutions Architect, Enterprise Consultant) with a strong emphasis on working with Fortune 500 or large-scale global enterprises across complex, multi-cloud and hybrid environments. This role will require about 30% - 40% travel Must be fluent in French, Spanish or Portuguese Proven track record of driving enterprise adoption of API platforms and delivering measurable impact through solutioning, technical leadership, and strategic account growth. Technical knowledge of the end-to-end API lifecycle, including: RESTful API design, GraphQL, and OpenAPI/Swagger specifications API governance frameworks, schema standardization, and lifecycle management API security protocols: OAuth 2.0, JWT, API keys, SSO/SAML integrations Mocking, testing, monitoring, and documentation best practices at scale Environment and variable management for multi-stage deployments Hands-on experience with source control (Git), CI/CD systems (Jenkins, GitHub Actions, GitLab CI/CD, Azure DevOps), and modern DevOps/infra tools (Docker, Kubernetes, Terraform, etc.). Ability to develop custom scripts or integrations using JavaScript or Python to enhance workflow automation, API validation, or bridge systems (e.g., analytics, internal tooling). Strong business acumen and executive presence—capable of translating technical challenges into business opportunities and aligning Postman’s value to customer KPIs such as time-to-market, API reuse, governance compliance, and platform ROI. Proven success in leading customer-facing workshops, technical enablement sessions, and strategic roadmap reviews—with the ability to communicate effectively across engineering, platform, security, and executive audiences. Comfortable navigating and influencing cross-functional internal teams (Sales, Product, Engineering, CS, Solutions Engineering) to deliver on long-term customer strategy. Highly curious, analytical, and driven by impact—with a mindset that seeks continuous learning, scalable patterns, and long-term customer advocacy. 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 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. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.