Enterprise Customer Success Manager, Postman
DACH
+ Equity package
Collaboration platform for API development
Open for applications
Collaboration platform for API development
1001+ employees
Open for applications
+ Equity package
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
- Ideally, we are looking for someone who prides themselves on their customer-centricity, is comfortable with JavaScript (or at least, best practices for API testing), has experience in managing large Fortune 100 enterprise customers, and is an experienced Postman user
- Strong technical background from a Bachelor's degree in Computer Science/Engineering, a related field, or relevant work experience
- 8+ years of experience in customer success managing large enterprise customers, preferably for companies in the development tooling space
- Fluent in English and German
- Strong consulting skills & proven results working as a trusted advisor to drive business value for customers
- Comfortable engaging and working with all levels of technologists from individual developers, development teams, QA teams, architects, product managers, and engineering and product management leaders
- Proficient in proactive networking & discovery, identifying & engaging with influential stakeholders to discover & influence requirements, use cases, & strategy
- Ability to drive effective & influencing conversations at the C-level; facilitation of difficult discussions & adept at handling objections
- Experience building Business value ROI models
- Good understanding of API development, Devops principles & modern cloud infrastructure
- Technical background & prior experience with developer focused SaaS applications/platforms (such as Atlassian, Microsoft or AWS) strongly preferred
- Fast learner. Excited to learn new technology & become a product expert
- Great communication skills (presentation, verbal and written)
- Thrives in a collaborative, fast-paced environment as a part of a results-oriented team
- You are a Recruiter! Postman hires company builders & we want you to always be on the lookout for awesome talent to help us build out one of the best companies in the world!
What the job involves
- With so many organizations using Postman, we are looking for passionate Enterprise Customer Success Managers to help us efficiently support & grow our enterprise business
- Our customers love our product & we are having a blast growing a customer-focused culture to ensure they keep growing with us
- You'll partner with all other Postman teams - from sales & engineering, to product management, data science, & our executives - to ensure our customers achieve value from their usage of Postman
- You will own the post-sales process, from initial customer on-boarding to full scale adoption, value realization, & eventually, public advocacy
- Ultimately, our Enterprise Customer Success Managers are here to partner with our customers
- You will help them accelerate their digital journey by consulting on new use cases, nurturing new champions, aligning with key customer stakeholders, and measuring business impact
- The CSM role at Postman gives you the opportunity to have a huge impact in a customer-focused company & doing satisfying work
- Act as trusted advisors to consult, teach, and guide customers toward increased API lifecycle maturity
- Demonstrate hands-on Postman Product knowledge to drive increased value and adoption of Postman. Consult customers on how Postman can solve their business and API-related needs
- Produce & execute a comprehensive adoption path of Postman products, identifying success criteria & measuring business outcomes
- Proactively identify risks to the customer achieving their stated business goals & develop plans to overcome them
- Establish executive-level trusted advisor relationships with the customer’s Development, Engineering & Product organizations
- Lead the cross functional post sales team at Postman, delivering a seamless experience on behalf of the customer
- Prepare & facilitate business review meetings, training sessions, webinars, demos, & other strategic & supportive interactions
- Predict & forecast risk, renewal & expansion within the customer portfolio
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
(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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