Manager, Solutions Engineering (Pre-sales)

Postman is the world's leading collaboration platform for API development. Postman's features simplify each step of building an API & streamline collaboration to help create better APIs—faster. More than 23 million developers & 500,000 organizations worldwide use Postman today. After receiving Series D funding in 2021 & releasing our biggest & best version ever of Postman in September 2022, we continue to strive humbly towards our mission of 100 million connected developers & serving companies as they seek to innovate in an API-first world. 

We highly recommend reading The "API-First World" graphic novel to understand the bigger picture & our vision at Postman.

With so many organizations using Postman, we are looking for exceptional Manager of Solutions Engineering to join our team & to help us to efficiently support & grow our enterprise business. You will partner with our Sales team to promote an API-first development culture, nurture customer relationships, & guide Postman users on how to most effectively leverage our platform to build their APIs. Ideally, we are looking for someone who lives & breathes APIs, is comfortable with JavaScript, has experience in enterprise sales, & is an expert Postman user already!

In addition to working with a product that customers already know & love, you will be well-supported in this role by our Sales, Customer Success, Developer Relations, & Engineering teams.

• Scale, manage, and mentor a team of Solutions Engineers by fostering a culture of excellence
• Work closely with the Sales Leadership to build strategic adoption plans for customers in large accounts
• Coach the team to lead discovery, qualification, demo, and POV calls with prospective customers looking to shift to an API-first development culture
• Guide the team on how to educate customers on the value of Postman Enterprise and to navigate key decision makers in order to grow Postman Enterprise awareness within organizations
• Participate in Sales forecast calls and pipeline review calls
• Act as a technical intermediary between sales, product, and customer success to best fit our customers needs
• Remain up-to-date with the competitive landscape, current trends, and challenges in the API market
• Understand deeply our customers workflows today and how they can adopt API-first development best practices
  

• Team leadership experience
• 5+ years of enterprise sales/solutions engineering experience
• 2+ years experience in a technical people management role
• Skills to build collaborative teams, coach people, and drive focus on business objectives
• Experience scaling teams and processes
• Loves teamwork and collaboration in a fast-paced environment
• Customer facing experience and comfortable engaging all levels of technologists including individual developers, QA, product, and engineering leaders
• Experience engaging senior management and executive audiences to convey Postman's value proposition
• Strong understanding of APIs, DevOps, and modern development methodologies
• Experience executing enterprise sales strategies and sales methodologies like MEDDIC, Challenger Sale, Command of the Message, etc.
• Excellent listener that seeks to understand what a customer is trying to achieve rather than pre-supposing solutions
• Familiar with typical developer tooling: IDEs, Git, CI/CD, monitoring services, microservices, containers, cloud computing services, etc.
• Great communication skills (presentation, verbal and written)
• Lots of smiles

At Postman, we create with the same curiosity that we see in our users. We value transparency & 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.

This role is based in the San Francisco Bay Area (San Francisco, Cupertino, or  Berkeley), Boston, Austin or New York & the reasonably estimated base salary for this role ranges from $170,000 to $230,000, plus variable compensation & a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, & experience. In addition to our pay-on-performance philosophy, we offer a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, & a monthly lunch stipend. Salaries will vary outside of the Bay Area & the U.S.

At Postman, diversity means we implement informed policies & practices to grow a company that reflects global experiences & identities while treating each person with fairness & dignity. Inclusion is the choice we make each day & with every interaction, to foster a workplace & world where people of all backgrounds not only belong but excel. We understand that together, we succeed better.

Postman is unapologetically committed to Equal Opportunity Employment. We proudly offer equal employment opportunities to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, & more. If you have a disability or special need that requires accommodations through the hiring process, please let us know early by emailing us: [email protected]. We want to give you every opportunity to show us the star that you are. Join us, why dontcha?

PS: Here's a timeline of Postman’s journey in becoming an API Platform.

#LI-REMOTE