SMB Sales Manager

Who Are We

Postman is the worlds leading API platform used by more than 40 million developers and 500000 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 collaborationenabling users to create better APIs faster.

The company is headquartered in San Francisco and has an office in Bangalore where it was founded. Postman is privately held with funding from Battery Ventures BOND Coatue CRV Insight Partners and Nexus Venture Partners. Learn more at or connect with Postman on X via @getpostman.

P.S: We highly recommend reading The API-First World graphic novel to understand the bigger picture and our vision at Postman.

The Opportunity

Were expanding our Corporate Sales organization and looking for a dynamic leader to help shape the future of our team. In this role youll play a key part in supporting our customer base while also making a meaningful impact on the growth and success of our Account Executives. Were seeking someone with deep expertise in the DevOps space a passion for team leadership and a curiosity for discovering innovative ways to drive Postmans business forward.

What Youll Do

• Scale manage and mentor a team of SMB Account Executives by fostering a culture of sales excellence.
• Drive business growth for Postman with new and existing enterprise accounts and ensure excellence with reporting pipeline management and overall pre-sales customer satisfaction.
• Coach team members to develop territory plans for winning and expanding business across the SMB segment.
• Guide the team on how to educate customers on the value of Postmans full range of plans including but not limited to Postman Enterprise and how to navigate key decision makers to grow awareness and adoption across the organization.
• Provide accurate and timely sales forecasts and maintain records in all internal CRM and reporting tools.
• Communicate and organize/escalate issues appropriately including: billing legal security on-boarding and technical inquiries.
• Collaborate and work with Solutions Engineering Customer Success Managers Leadership etc. to build strategic adoption plans for customers in large accounts.
• Provide recommendations based on customers business needs and usage patterns
• Listen closely and continuously work to educate and promote growth for direct reports.

About You

• 3-5 years leading high performing sales teams
• Relevant sales experience preferably in an enterprise SaaS organization
• Experience selling developer and/or technical products a strong plus
• Strong experience with sales training such as MEDDIC Sandler Miller Heiman etc
• Excellent communication skills both with customers and within an organization
• Proven negotiation and closing skills and demonstrated ability translating that knowledge to a sales team
• Strong track record of navigating within large enterprise and mid-market organizations
• 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
• A passion for coaching and developing representatives to exceed personal and professional goals

The reasonably estimated OTE for this role is $200000 - $230000 plus a competitive equity package. Actual compensation is based on the candidates skills qualifications and experience.

What Else

In addition to Postmans pay-on-performance philosophy and a flexible schedule working with a fun collaborative team Postman offers a comprehensive set of benefits including full medical coverage flexible PTO wellness reimbursement and a monthly lunch stipend. Along with that our wellness programs will help you stay in the best of your physical and mental health. If you have little ones in your family the creche allowance can help in supporting your work-life balance. Our frequent and fascinating team-building events will keep you connected while our donation-matching program can support the causes you care about. Were building a long-term company with an inclusive culture where everyone can be the best version of themselves.

At Postman we embrace a hybrid work model. For all roles based out of San Francisco Bay Area Boston Bangalore Noida Hyderabad and New York employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibility and collaboration and grounded in feedback from our workforce leadership team and peers. The benefits of our hybrid office model will be shared knowledge brainstorming sessions communication and building trust in-person that cannot be replicated via zoom.

Our Values

At Postman we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes but also failures. In our work we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

Equal opportunity

Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender perception or identity national origin age marital status protected veteran status or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.