SMB Account Executive, Germany

<div class="content-intro"><h2><strong>Who Are We?</strong></h2> <p>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.</p> <p>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> <p>P.S: We highly recommend reading <a href="https://api-first-world.com/">The "API-First World" graphic novel</a> to understand the bigger picture and our vision at Postman.</p></div><h2><strong>The Opportunity.</strong></h2> <p>Each SMB Account Executive has a set territory of accounts (up to 1,000 employees) across the DACH region, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working new inbound leads, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies.</p> <h2><strong>What You’ll Do. </strong></h2> <ul> <li>Given a portfolio or group of organizations with the most promising growth opportunities, build a credible funnel for Postman Enterprise adoption</li> <li>Take ownership of the full sales cycle from lead to close</li> <li>Build a strategic outbound motion for your territory </li> <li>Convert inbound leads to closed opportunities </li> <li>Execute a land and expand sales strategy to drive widespread adoption and larger deployments</li> <li>Help educate customers on the value of Postman throughout the evaluation and adoption cycle</li> <li>Navigate key decision makers to build Postman Enterprise awareness within organizations</li> <li>Leverage data to understand your customers and prospects to gain insight into their business challenges</li> <li>Be a great listener, identify customer needs and collaborate with Postman teammates to ensure customer success</li> <li>Communicate and organize/escalate issues appropriately including: billing, legal, security, on-boarding, and technical inquiries</li> <li>Provide a detailed, accurate forecast</li> <li>Collaborate and work with Solutions Engineering, Customer Success Managers, Account Development representatives Leadership, etc. to build strategic adoption plans for customers in large accounts</li> <li>Provide recommendations based on customers’ business needs and usage patterns</li> </ul> <h2><strong>About You. </strong></h2> <ul> <li>Able to strategically map out and break into accounts</li> <li>Successful track record of pipeline generation </li> <li>Relevant sales experience preferably in an Enterprise SaaS organization</li> <li>Experience selling developer and/or technical products a strong plus</li> <li>Excellent communication skills both with customers and within an organization</li> <li>Proven negotiation and closing skills, as demonstrated by regularly exceeding sales targets while selling right-fit customers.</li> <li>Strong track record of navigating organizations across multiple verticals/industries</li> <li>Ability to develop senior level relationships quickly and effectively</li> <li>Experience presenting to senior managers and the C-suite</li> <li>Ability to manage multiple opportunities simultaneously at various stages of the buying process</li> <li>Takes an active int ... (truncated, view full listing at source)