Enterprise Customer Success Manager - EMEA North

Enterprise Customer Success Manager - EMEA North

Remote, EMEA

Who Are We?

Postman is the world’s leading API platform, used by more than 35 million developers and 500,000 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 collaboration—enabling 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 postman.com or connect with Postman on X via @getpostman.

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.

What You’ll Do

• 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.

About You

• 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, another European language, would be advantageous.
• 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.

What Else?

In addition to Postman's 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. 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. We’re 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. 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.