Enterprise Customer Success Manager

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. The CSM role at Postman gives you the opportunity to have a huge impact in a customer-focused company & doing satisfying work. Come join us!

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.
• 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.
• You are a Recruiter! Postman hires company builders & we want you to always be on the lookout for awesome talent to help us build out one of the best companies in the world!