Postman
BFSI
StrategicAccountDirector-BFSI
Neural analysis suggests this role is
optimal for Senior candidates.
“Strategic Account Director - BFSI at Postman. Skills: Enterprise Sales, BFSI Accounts, Account Management, Relationship Management. Own and grow named BFSI accounts. Deliver multi-year ARR targets”
What You'll Achieve.
Deliver multi-year ARR targets; Accelerate digital transformation; Reduce time-to-market; Build competitive advantage; Amplify Postman's reach; Accelerate customer adoption; Demonstrate measurable ROI; Connect platform usage to business outcomes; Maintain a 3x pipeline coverage ratio; Build brand and market presence
Industry & Context.
Travel: 20-30%
What They're Looking For.
Must Have
18+ years of total B2B enterprise technology sales experience, at least 7+ years of dedicated focus on BFSI accounts in India, Consistent, documented track record of exceeding quota on deals of ₹4–15 Cr+ ACV in enterprise SaaS, cloud, or developer/DevOps tooling, Deep knowledge of the Indian BFSI landscape — key institutions (private banks, PSU banks, insurance majors, NBFCs, capital markets), their buying patterns, regulatory environment, and digital transformation priorities, Demonstrated ability to lead complex, multi-threaded enterprise deals involving procurement, legal, infosec, and C-suite sign-off in regulated environments, Executive presence and credibility — proven ability to engage, influence, and build trust with CxO and Board-level stakeholders, Experience selling technology into regulated environments with long sales cycles (9–18 months), Self-starter with the ability to work in ambiguity, take ownership of outcomes, and drive results with cross-functional team collaboration
Nice to Have
Prior experience at a developer tooling, DevOps, API, or cloud-native company (e. g. , MuleSoft/Apigee, Salesforce, ServiceNow, GitLab, Kong, Hashicorp), Understanding of API-first architectures, microservices, DevSecOps, and AI/ML adoption in enterprise banking and insurance contexts, Experience with enterprise sales methodologies such as MEDDIC, MEDDPICC, or SPIN, Existing C-level network within major Indian BFSI institutions, MBA from a reputed institution or equivalent advanced qualification
What You'll Do.
Own and grow named BFSI accounts
Deliver multi-year ARR targets
Develop strategic account plans
Build C-suite relationships
Engage with BFSI-focused ISVs
Lead complex deal cycles
Design proof-of-value engagements
Develop Executive Business Reviews
Map account white-space
Maintain pipeline coverage
Represent Postman at industry forums
Collaborate on BFSI use cases
Accurately forecast revenue
Navigate regulated procurement cycles
How You'll Work.
Team & Collaboration
Work cross-functionally to navigate procurement cycles; Partner with Solutions Engineering, Customer Success, and Professional Services; Collaborate with Product, Marketing, and Partnerships
Communication Scope
Develop and deliver Executive Business Reviews
Full Job Description
Who Are We? Postman is the world’s leading API platform, used by more than 45 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 offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman 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. P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman. About the Role As a Strategic Account Director for the BFSI vertical, you will own Postman's most important accounts — India's largest banks, NBFCs, insurers, and AMCs. This is a high-visibility, senior individual contributor role that sits at the intersection of enterprise sales, executive relationship management, and industry evangelism. You will be the trusted advisor to C-suite and senior platform engineering leaders across BFSI, helping them understand how an API-first strategy — underpinned by Postman — accelerates digital transformation, reduces time-to-market, and builds competitive advantage. You will own the full revenue lifecycle — new logos, multi-year expansions, and renewals — while building long-term strategic partnerships that compound over time. You will also identify and engage key ISVs within the BFSI ecosystem, driving co-sell and joint-influence motions that amplify Postman's reach in the sector. What You'll Do Own and grow a portfolio of named strategic BFSI accounts (private and PSU banks, NBFCs, insurance majors, AMCs, capital markets firms) — responsible for new sales, expansion, upsell, cross-sell, and ren
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