Enterprise Customer Success Manager

Summary

Join Postman as an Enterprise Customer Success Manager and partner with various teams to ensure customer value and adoption of Postman products. You will act as a trusted advisor, consulting on API-related needs, producing comprehensive adoption paths, and proactively identifying risks. Responsibilities include building executive-level relationships, leading cross-functional teams, and facilitating meetings and training sessions. You will also predict renewal and expansion within the customer portfolio. This role requires a strong technical background, extensive experience in customer success, and excellent communication skills. Postman offers competitive salary and benefits, including full medical coverage, unlimited PTO, a monthly lunch stipend, and a wellness program.

Requirements

• 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
• Fluency in multiple languages, including English
• 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
• Great communication skills (presentation, verbal and written)
• Thrives in a collaborative, fast-paced environment as a part of a results-oriented team

Responsibilities

• 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

Preferred Qualifications

• Strong preference for French
• Technical background & prior experience with developer focused SaaS applications/platforms (such as Atlassian, Microsoft or AWS)
• Fast learner. Excited to learn new technology & become a product expert

Benefits

• Competitive salary & benefits
• Flexible schedule
• Full medical coverage
• Unlimited PTO
• Monthly lunch stipend
• Wellness program with fitness-related reimbursements
• Frequent & fascinating virtual team-building events
• Donation-matching program