Customer Success Leader, Postman
EMEA / APAC
3+ days a week in office
Collaboration platform for API development
Posted today
Collaboration platform for API development
1001+ employees
Posted today
3+ days a week in office
1001+ employees
Company mission
To simplify each step of building an API and streamline collaboration to help create better APIs—faster.
Role
Who you are
- Bachelor's degree required; MBA or advanced degree preferred
- 15+ years of experience in Customer Success, Enterprise SaaS, Consulting, Platform Engineering, Developer Tools, or Technology Services
- 7+ years of leadership experience managing regional or global customer-facing organizations
- Proven success leading large-scale Customer Success functions in high-growth SaaS companies
- Strong understanding of developer platforms, APIs, cloud technologies, and enterprise software adoption
- Experience driving retention, expansion, and executive-level customer engagement
- Exceptional executive presence with the ability to influence senior technical and business stakeholders
- Strong operational rigor, forecasting discipline, and commercial acumen
- Demonstrated ability to work effectively across Sales, Product, Engineering, and Support organizations
Desirable
- Experience scaling Customer Success organizations in product-led or developer-first companies
- Deep understanding of APIs, developer workflows, platform engineering, or AI-driven software development
- Ability to translate technical adoption metrics into measurable business outcomes
- Strong executive relationship-building capabilities across both technical and business stakeholders
- Experience managing large enterprise customers across multiple countries and cultures
- Track record of driving transformational initiatives with Fortune 500 organizations
- Passion for building high-performing teams and developing future leaders
- Growth mindset with a strong bias toward innovation, experimentation, and continuous improvement
What the job involves
- As enterprises accelerate AI adoption and digital transformation, APIs have become the foundation of modern software. Postman is uniquely positioned at the center of this shift, helping organizations streamline API development, improve developer productivity, strengthen governance, and unlock the full potential of AI-powered applications
- We are building the future of API collaboration and are looking for leaders who are passionate about helping customers realize measurable business outcomes from their API investments
- Define and Execute Regional Customer Success Strategy
- Own and execute the Customer Success strategy across EMEA and/or APAC, aligned with Postman's global growth objectives
- Develop scalable customer engagement models spanning onboarding, adoption, value realization, renewal, expansion, and executive engagement
- Define customer segmentation and coverage models based on customer maturity, revenue potential, strategic importance, and product adoption
- Drive consistency in success planning, customer health measurement, and value realization programs across the region
- Partner with global Customer Success leadership to evolve Postman's customer success operating model
- Build and Scale a High-Performance Organization
- Build, lead, and develop a world-class Customer Success organization across the region
- Hire, coach, and mentor Customer Success leaders and managers
- Establish clear career paths, leadership development programs, and succession planning
- Foster a culture of accountability, customer obsession, collaboration, and operational excellence
- Drive high performance while creating an environment that supports growth and innovation
- Drive Customer Outcomes and Value Realization
- Own regional performance across customer health, retention, gross retention, and net revenue retention (NRR)
- Ensure strategic customers have measurable success plans tied to business and technical outcomes
- Help customers accelerate API maturity, governance adoption, developer productivity, platform standardization, and AI readiness
- Build executive-level value narratives that connect Postman's platform adoption to business impact
- Identify systemic adoption barriers and partner cross-functionally to remove them
- Executive Sponsorship and Strategic Customer Leadership
- Serve as executive sponsor for Postman's most strategic customers across EMEA/APAC
- Build trusted relationships with engineering leaders, platform teams, architects, developers, and executive stakeholders
- Lead executive business reviews focused on adoption, business outcomes, platform strategy, and digital transformation initiatives
- Support renewal, expansion, and escalation management for key accounts
- Drive API and AI Transformation
- Act as a strategic advisor to customers as they modernize API ecosystems and scale AI initiatives
- Help customers establish best practices around API governance, developer experience, platform adoption, and enterprise collaboration
- Coach Customer Success teams to become trusted advisors driving organizational transformation
- Ensure customers realize long-term value from Postman's API platform investments
- Cross-Functional Leadership
- Partner closely with Sales, Solutions Engineering, Product, Support, Marketing, and Services teams
- Drive alignment between customer outcomes and commercial objectives
- Represent the Voice of the Customer and influence product strategy and roadmap decisions
- Collaborate with global stakeholders to improve customer experience and operational efficiency
- Operational Excellence
- Own forecasting for customer health, renewal risk, and expansion opportunities
- Establish a disciplined operating cadence with data-driven reporting and business reviews
- Leverage customer telemetry, product adoption data, and success metrics to drive decisions
- Continuously optimize resource allocation, customer coverage, and team productivity
Salary benchmarks
Our take
Postman is a SaaS collaboration platform designed to streamline API development teams. APIs serve as the backbone for communication and data sharing across numerous applications, playing a pivotal role in today's device-centric landscape. The platform offers tools for testing, version control, and documentation, ensuring the efficient production of APIs.
Initially founded in Bangalore, Postman has since relocated its headquarters to San Francisco. With a prestigious clientele including X, Shopify, and Intuit, the platform boasts over 15M developers worldwide. Postman actively engages with the API developer community through various initiatives, such as hosting hackathons with enticing cash prizes.
The growing reliance on APIs to fuel digital transformation, compounded by the widespread shift to remote work and digitalization, underscores their critical importance. Moreover, the sensitive nature of APIs, given the data they transmit and the potential security risks, accentuates the need for robust development practices. Hence, Postman has thrived as companies seek to develop secure APIs efficiently to meet evolving demands.
Steph
Company Specialist at Welcome to the Jungle
Insights
51% employee growth in 12 months
Company
Company benefits
- Health care: Based on where you're located and the plans available there, you can have up to 100% of your and your family's premium costs covered by Postman, or receive a generous monthly allowance to supplement existing medical coverage
- Unlimited PTO: All full-time Postman employees have unlimited paid time off (PTO). We strongly encourage everyone to exercise this benefit to ensure that personal and work lives remain well-balanced, healthy, and fully charged. Your body, mind, spirit, and loved ones will appreciate it!
- Supporting healthy meals: We want to ensure you eat healthy each day. It's why we provide a taxable monthly stipend so that you can be nourished throughout the week
- Play well, be well: We're serious about your wellness. Whether it's a boxing club membership, hula classes, or a longboard, we're here to cheer you on to get out and get moving. We'll reimburse you for activities and items that bring you joy through our wellness and fitness program
- A room with a view: We want you set up for success! To help make your home office comfortable, we'll provide a one-time reimbursement for your office set-up and headphones. Internet and phone costs are also reimbursable on a monthly basis
- Career development: We support your career development by providing access to unlimited courses on Udemy and a book allowance. Enhance and uplevel your skills, and even learn something completely new!
Company HQ
Financial District, San Francisco, CA
Leadership
Abhinav Asthana
(Founder & CEO)They began their career as CTO of BITS360, which they co-founded in 2007, before co-founding Grayscale Design and TeliportMe. They used this entrepreneurial experience to co-found Postman in October 2014, aiming to simplify API development.
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