Strategic Account Executive

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 Role As 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 You Required 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, 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 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.