Smb Account Executive

Summary

Join Postman's rapidly growing sales team as an SMB Account Executive in the EMEA region. You will manage a portfolio of accounts (up to 1,000 employees), build strategies for target accounts, work new inbound leads, and introduce them to Postman's Enterprise Suite capabilities. This role requires driving sales growth, managing the full sales cycle, and building strategic outbound motions. You will collaborate with various teams to ensure customer success and provide accurate forecasts. The ideal candidate has a proven track record in Enterprise SaaS sales, particularly with developer or technical products. Postman offers a comprehensive benefits package including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend.

Requirements

• Able to strategically map out and break into accounts
• Successful track record of pipeline generation
• Relevant sales experience preferably in an Enterprise SaaS organization
• Excellent communication skills both with customers and within an organization
• Proven negotiation and closing skills, as demonstrated by regularly exceeding sales targets while selling right-fit customers
• Strong track record of navigating organizations across multiple verticals/industries
• Ability to develop senior level relationships quickly and effectively
• Experience presenting to senior managers and the C-suite
• Ability to manage multiple opportunities simultaneously at various stages of the buying process
• Takes an active interest in increasing customer satisfaction and deepening customer relationships
• Teamplayer

Responsibilities

• Build a credible funnel for Postman Enterprise adoption given a portfolio or group of organizations with the most promising growth opportunities
• Take ownership of the full sales cycle from lead to close
• Build a strategic outbound motion for your territory
• Convert inbound leads to closed opportunities
• Execute a land and expand sales strategy to drive widespread adoption and larger deployments
• Help educate customers on the value of Postman throughout the evaluation and adoption cycle
• Navigate key decision makers to build Postman Enterprise awareness within organizations
• Leverage data to understand your customers and prospects to gain insight into their business challenges
• Be a great listener, identify customer needs and collaborate with Postman teammates to ensure customer success
• Communicate and organize/escalate issues appropriately including: billing, legal, security, on-boarding, and technical inquiries
• Provide a detailed, accurate forecast
• Collaborate and work with Solutions Engineering, Customer Success Managers, Account Development representatives Leadership, etc. to build strategic adoption plans for customers in large accounts
• Provide recommendations based on customers’ business needs and usage patterns

Preferred Qualifications

Experience selling developer and/or technical products

Benefits

• Full medical coverage
• Flexible PTO
• Wellness reimbursement
• Monthly lunch stipend
• Wellness programs
• Creche allowance
• Frequent and fascinating team-building events
• Donation-matching program
• Flexible schedule
• Hybrid work model