Postman jobs in San Francisco, CA - 35 jobs

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. The Opportunity As an Applied Scientist specializing in Small Language Models and AI Training, you will lead research and development efforts focused on building efficient, high-performance language models tailored for practical applications. You will work closely with research, engineering, and product teams to advance model training techniques, optimize architectures, and scale AI solutions. Your work will directly contribute to AI systems that are safe, interpretable, and impactful across diverse usage scenarios. What You'll Do Lead research and development of novel training methodologies and architectures for small and efficient language models. Design, implement, and evaluate model training experiments to improve performance, robustness, and generalization of language models. Collaborate closely with research scientists and engineers on scalable training pipelines and model deployment strategies. Develop techniques for model compression, fine-tuning, and domain adaptation to optimize models for real-world applications. Ensure AI safety, fairness, and alignment principles are integrated into model training processes and evaluated rigorously. Mentor and support cross-functional teams on applied machine learning methods and best practices. Evaluate and integrate new tools, frameworks, and datasets to accelerate AI training workflows. Partner with product teams to translate model capabilities into actionable features aligned with user needs and ethical standards. About You Have demonstrated experience in applied research or engineering roles focused on training language models, ideally small or efficient models. Strong programming skills in Python and familiarity with machine learning frameworks such as PyTorch, TensorFlow, or JAX. Deep understanding of language model architectures, training techniques, and optimization strategies. Experience with distributed training, data pipeline design, and scalable AI infrastructure. Passion for AI safety, interpretability, and delivering user-centered AI technology. Excellent communication skills with proven ability to collaborate across research, engineering, and product teams. Preferred Prior experience working with large and small language models in production or research settings. Background in reinforcement learning, prompt engineering, or transfer learning techniques. Experience with developer tools, APIs, or frameworks related to AI model integration and delivery. Knowledge of AI alignment, fairness, and ethical AI training methodologies. The reasonably estimated base salary for this role ranges from $250,000.00 to $276,000.00, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity We are seeking a Named Account Executive with proven experience selling into upper mid-market / lower end of enterprise organizations, particularly within the DevOps ecosystem. This role requires a strategic hunter mindset with the ability to land and expand within strategic accounts, navigate complex sales cycles, and build strong customer partnerships that grow into multi-six and seven figure deal relationships. You will own a targeted list of named accounts and be responsible for building deep account penetration strategies, collaborating with technical teams, and delivering value across multiple stakeholders. What You'll Do Own the full sales cycle for named accounts, from prospecting through close and expansion. Drive land-and-expand motions. Manage large deal sizes, with the ability to close larger, strategic deals. Exceed an annual quota through consistent pipeline generation, deal progression, and account growth. Partner cross-functionally with Sales Engineering, Customer Success, and Product teams to deliver tailored solutions. Develop executive-level relationships with DevOps leaders, CIOs, and engineering decision-makers. Bring a consultative approach to sales by combining data-driven insights with stakeholder input to ensure adoption and expansion. Leverage account-based strategies to build momentum and accelerate enterprise adoption. About You 5+ years of closing experience in upper mid-market or low enterprise SaaS sales, as a top performer in hunting and closing net new logos. Proven success selling into the DevOps ecosystem (tools, platforms, or adjacent infrastructure). Able to strategically map out contacts and buying centers to build pipeline. Demonstrated ability to navigate complex, multi-threaded enterprise sales cycles. Experience driving land-and-expand strategies with both mid-size and large accounts. Strong track record of exceeding quota. Comfort presenting to technical stakeholders and executives alike. Excellent storytelling, data-driven selling, and consultative sales skills. The reasonably estimated compensation range for the role is $220,000 to $275,000+ OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity We are hiring a Global Head of Account Development to build and lead our worldwide Account Development (ADR/SDR) organization. This leader will own both inbound and outbound pipeline generation globally and be accountable for delivering high-quality, sales-ready opportunities to our Account Executives across segments and regions. This role reports directly to the CRO and is a key leadership hire for Postman. You will manage and develop a global team of ADR leaders and individual contributors, operating across multiple geographies, languages, industries, and buyer personas. You will work closely with Sales, Marketing, RevOps, and Product-Led Growth (PLG) leadership to create a modern, scalable pipeline engine. We are looking for a seasoned, proven leader who has delivered results at scale, built high-performing teams, and knows how to operate at the intersection of Sales, Marketing, and PLG. What You'll Do Own Global Pipeline Generation Lead the global Account Development organization responsible for driving both inbound and outbound pipeline Be accountable for pipeline volume, conversion, and quality-ensuring strong downstream performance with AEs Design and manage a compensation model that rewards both quantity and quality of opportunities Build and Scale a World-Class Team Hire, develop, and lead a global team of ADR leaders and individual contributors Coach managers who coach reps-building leadership depth that scales Establish clear career paths, performance standards, and development plans Operate Globally, Execute Locally Scale consistent global operating rhythms while enabling regional nuance across geographies, languages, and cultures Partner with regional Sales leaders to align on ICPs, territories, coverage, and pipeline priorities Ensure tight alignment between ADR teams and AEs across all segments Partner Deeply with Marketing and PLG Work closely with Marketing to optimize inbound demand flow, lead scoring, routing, and follow-up Partner with PLG teams to convert product usage signals into qualified sales opportunities Help define how outbound, inbound, and product-qualified leads work together as a single system Build the Operating System Define the global ADR operating model: metrics, tooling, enablement, messaging, and process Partner with RevOps to ensure data integrity, forecasting accuracy, and scalable systems Continuously test, learn, and iterate to improve productivity and impact About You Experience & Track Record 10+ years in Sales Development / Account Development leadership roles Proven success building and scaling global SDR/ADR organizations at high-growth B2B companies Demonstrated ability to deliver pipeline at scale across multiple geographies and market segments Experience managing managers and developing senior leaders Go-To-Market Expertise Deep understanding of inbound and outbound pipeline motions Strong experience partnering with Marketing and operating within a PLG or hybrid PLG + Sales model Comfort selling to technical personas across SMB, Mid-Market, and Enterprise Leadership & Presence Executive-level communicator with strong cross-functional influence Hands-on, results-driven leader who sets a high bar and builds trust Able to operate strategically while still diving into the details when needed Location Based in the San Francisco Bay Area, with regular in-person collaboration with the CRO and executive leadership team Why This Role Matters This is not a maintenance role. This is a build-and-scale role at a company with massive global opportunity and aggressive growth goals. The Global Head of Account Development will play a direct role in shaping Postman's revenue trajectory and building the pipeline engine that fuels our next phase of growth. If you are excited by complexity, scale, and ownership-and want to build something with massive upside potential-we'd love to talk. The reasonably estimated OTE for this role is $300,000 to $400,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity Postman's Enterprise Customer Success team partners with our largest, most complex customers to deliver measurable business transformation. We are hiring a Senior Manager, Enterprise Customer Success to lead our North America West region, managing a portfolio of high-priority enterprise accounts. In this role, you will lead a team of experienced CSMs who drive long-term customer value through success planning, stakeholder alignment, best practice consultation, and demonstrated business impact. You will be responsible for operational excellence, coaching, and consistent execution across the team, ensuring every engagement drives measurable outcomes that contribute to retention and growth. You will work closely with the North America West Sales Leader to align account strategies, expansion priorities, and customer success plans. Why This Role Matters Enterprise CSMs own value realization and retention for Postmans' most strategic customers. This role ensures those engagements are executed with precision and impact through clear process, structured coaching, and data-driven accountability. Your leadership will help the team connect Postman's platform to customer business goals, showcase realized value, expand use cases, and drive urgency around adoption and renewal. The role directly influences Gross Revenue Retention, expansion, and production adoption, the core metrics for Enterprise CS success. What You'll Do Lead and coach a team of 6-8 Enterprise CSMs supporting high-priority customers across North America. Drive operational rigor across all core playbooks (Success Planning, Impact Reviews, Renewal Readiness) to ensure consistent, high-quality, outcome-focused engagements. Guide execution and performance through data-driven management, regular pipeline reviews, and targeted coaching on discovery, stakeholder alignment, and value articulation. Partner with Sales and Solutions leaders on account strategy, renewal forecasting, and joint customer planning. Reinforce accountability for key metrics including GRR, product adoption, and influenced expansion. Help CSMs anticipate renewal risks, identify opportunities to expand use cases, and get wider and higher in their accounts. Identify friction points, refine workflows, and improve team efficiency through process and tooling improvements. Run disciplined team cadences including 1:1s, forecast reviews, and regional syncs. Surface insights from customer engagements to inform case studies, product roadmap priorities, marketing campaigns, and digital CS programs. Support complex customer engagements directly when needed to model strategic account management and executive-level communication. About You 8-10+ years of experience in customer success, account management, or consulting roles in SaaS or developer tools. 5+ years of experience managing high-performing CS teams in enterprise or technical environments. Proven track record driving retention and growth across large, complex enterprise accounts. Strong coaching and operational leadership skills with a focus on clarity, accountability, and execution. Skilled at executive engagement and value storytelling that connects product adoption to measurable business outcomes. Experienced working in pod-based coverage models alongside AEs, SEs, and technical specialists. Operationally strong, fluent in Salesforce, Looker, Gong, Gainsight, and related GTM tools, with the ability to translate data into action. Technically fluent and comfortable discussing APIs, integrations, and developer workflows. Excellent communicator who builds alignment across CS, Sales, Product, and Marketing. Highly motivated, self-directed, and accountable for team performance and results. The reasonably estimated base salary for this role ranges from $165,000.00 to $200,000.00, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity Postman is seeking an experienced AI Systems Reliability Engineer to help define, build, and maintain the infrastructure and processes that ensure the reliability, scalability, and performance of Postman's AI-powered API and agentic systems in production. This role focuses on monitoring, availability, incident response, and automation to support AI services and tools trusted by millions of developers globally. What You'll Do Develop and manage reliability metrics (SLOs) for AI-driven API services and agentic AI platform features Implement comprehensive observability and monitoring systems for real-time performance and fault detection Design and drive automated failover, recovery, and incident response strategies for high-availability AI infrastructure Optimize resource utilization, particularly GPU/accelerator efficiency, ensuring cost-effective AI system operation Collaborate closely with engineering, platform, and product teams to align reliability efforts with broader organizational goals Lead efforts to build internal tooling and automation focused on AI system stability and operational excellence Drive continuous improvement in deployment practices, monitoring approaches, and incident management processes About You Have a strong background in AI reliability engineering, SRE, or DevOps for distributed systems Understand the unique challenges of maintaining large-scale AI systems and integrating AI-specific metrics into reliability frameworks Are experienced with cloud platforms, monitoring tools, and incident response automation Are comfortable collaborating across teams to influence best practices for AI system reliability and operational health Thrive in dynamic, fast-paced environments focusing on delivering reliable, safe AI-powered services Bonus Skills and Experiences Hands-on experience with AI/ML infrastructure, including GPU/xPU optimization and scaling Familiarity with API platform operations and large-scale distributed services Prior experience building or operating observability tools tailored for AI and agentic systems Contribution to open-source projects or reliability engineering thought leadership The reasonably estimated base salary for this role ranges from $256,000 to $276,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity Postman is looking for a seasoned leader to build and scale our Forward Deployment Engineering (FDE) organization. You will report directly to the Co-Founder of Postman and will be responsible for building and leading a team of high-caliber engineers who embed directly with our most strategic customers, where you will drive the transformation of their business and products. What You'll Do Lead a Forward Deployed Engineering Team: Establish and scale a team of engineers who work closely with customers to deploy Postman's solutions in high-impact, real-world environments. Focus on solving complex, mission-critical challenges that go beyond traditional implementation. Deliver Tangible Business Outcomes for Customers: Collaborate with customers to deliver measurable results, solving challenges that require creativity, adaptability, and a deep understanding of their technical ecosystems. Develop Bespoke Solutions for Unique Problems: Partner with customers to deeply understand their technical and business requirements, designing and implementing tailored API workflows, system integrations, and custom tools that align with their strategic goals. Create Reusable Assets and Frameworks: Identify patterns across deployments to develop tools, templates, and methodologies that accelerate future engagements, enabling the team to deliver both bespoke and scalable solutions. Bridge Product and Customers: Serve as the link between customer needs and Postman's product development. Translate real-world challenges into actionable feedback for the Product and Engineering teams, driving innovation and ensuring Postman's offerings meet diverse customer demands. (Down the line) Drive Industry-Specific Partnerships for Innovative Solutions: Identify and cultivate strategic partnerships with leading organizations in emerging fields like AI. Collaborate with these partners to design and deliver API-centric solutions that address unique industry challenges, unlocking new opportunities for innovation and creating mutually beneficial business models with an early-mover advantage. About You Have 10+ years of professional experience in engineering leadership and management as a Sr. Engineering Manager or Director of Engineering You have operated at the intersection of engineering and innovation and thrive on building zero-to-one technical teams Strong technical foundation - capable of reading and writing production code, building APIs, and debugging distributed systems Are customer-obsessed and energized by solving real problems with high business impact Builder's mindset: thrives in ambiguity, moves fast, and creates process where none exists Deep customer empathy and the ability to balance short-term needs with long-term platform evolution Based in or willing to work from our SF HQ, 5 days/week, with occasional travel to customers The reasonably estimated base salary for this role ranges from $300,000 to $350,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity This team will build 0-to-1 products from scratch - innovative, strategic initiatives designed to unlock hundreds of millions of dollars in new revenue. As a Sr Forward Deployed Engineer (FDE), you will be deeply embedded with customers and partners, working at the intersection of product, engineering, and GTM to build high-leverage solutions that solve real-world problems at scale. What You'll Do Work closely with strategic customers and internal teams to deeply understand high-value problems Design and build full-stack applications, integrations, and tools that solve real-world use cases with APIs at the center Rapidly prototype solutions, validate impact, and iterate quickly based on user feedback Own end-to-end technical execution - from architecture and infrastructure to frontend and backend development Act as a trusted technical advisor and partner to customers, helping them unlock the full power of Postman Collaborate with Postman's product and engineering teams to influence roadmap based on field learnings Help define and scale the Forward Deployed Engineering function from the ground up Travel Requirement: 20-30%, based on customer engagement needs. This may include on-site visits for strategy, discovery, deployment, support meetings About You Have 6+ years of professional experience as a full-stack or backend engineer; startup or founding team experience is a big plus Are customer-obsessed and energized by solving real problems with high business impact Experience with AI Agents, API Platforms is a plus Have experience working directly with customers or in consultative roles (e.g., solutions engineering, CTO-as-a-service, technical consulting) Are a strong generalist with proficiency in Node.js, Python, or similar backend languages, and React/Next.js or similar for the frontend Have experience building and shipping cloud-based applications (AWS/GCP/Azure) Enjoy ambiguity and thrive in fast-paced, 0→1 environments Are excited about building systems and practices that can scale with a rapidly growing company The reasonably estimated base salary for this role ranges from $220,000 to $240,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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 Team You'll be joining Postman's Revenue Accounting & Operations team within the broader Finance and Accounting function. We partner closely with Sales, Legal, and Product to scale Postman's global business, focusing on building strong processes and systems that enable growth while ensuring accuracy, compliance, and efficiency. It's a collaborative environment where your contributions will have a visible impact. The Opportunity As a Revenue Accounting Manager at Postman, you will be instrumental in building the company's revenue function. This high-impact, high-visibility role combines technical accounting expertise (ASC 606) with operational execution to scale systems, processes, and controls for our rapidly expanding global SaaS business. You'll directly shape how Postman recognizes and reports revenue as we continue our growth trajectory. What You'll Do Revenue Recognition: Manage the full revenue lifecycle from contract review and technical assessment through to journal entries, reconciliations, and financial statement disclosures, ensuring compliance with ASC 606 and Postman's internal policies Close Management: Drive monthly and quarterly revenue close, including journal entries, allocations, deferrals, reconciliations, and flux analyses for revenue, deferred revenue, and AR accounts Policy & Process Development: Establish and evolve revenue recognition policies and scalable procedures to support Postman's rapid growth and expanding global customer base, including maintaining SSP for both new and existing products Technical Accounting: Apply sound judgment in interpreting revenue recognition standards; prepare and maintain well-supported, audit-ready revenue memos aligned with Postman policies and U.S. GAAP Audit & SOX Compliance: Lead revenue-related audit requests and ensure robust documentation and SOX-compliant controls System & Automation: Collaborate on finance system implementations (e.g., revenue subledger, billing, subscription platform) while driving automation and process improvements across the revenue accounting Cross-Functional Partnering: Work closely with IT, Finance, Sales Ops, and Legal, to drive scalable solutions that support business growth and compliance About You Bachelor's degree in Accounting, Finance, Business Administration or related field; CPA preferred 7+ years of progressive experience in revenue accounting, revenue operations, or finance, ideally in SaaS/software Strong technical and operational knowledge of ASC 606, with hands-on experience applying guidance in a SaaS environment Collaborative team player with excellent communication skills and the ability to distill complex accounting issues for business partners and leadership Ability to identify opportunities for process improvement and drive efficiency Strong analytical and problem-solving skills; able to manage competing priorities in a fast-paced environment without sacrificing accuracy Experience with ERP and financial systems (e.g., Netsuite, Stripe, FloQast, Looker, SFDC, revenue recognition software) a plus The reasonably estimated base salary for this role ranges from $130,000 to $153,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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 We're building out the Customer Success Engineering team at Postman, and we need business-minded engineers who can solve real problems at scale. You will partner closely with Customer Success Managers and own the “How” of technical solutioning. This is a consultative role that requires both depth and versatility. This is no support role; you'll be the technical architect of Customer Success, turning complex and nuanced challenges into repeatable solutions that benefit our entire enterprise customer base. As a CSE, you consult on the technical implementation path. When a customer needs to get from point A to point B, you figure out how to make it happen - whether that means architecting workflows within Postman, guiding integrations, or creating pragmatic workarounds when the product doesn't quite fit. A key part of this role is turning individual solutions into reusable assets that shorten time to value for future customers. We don't believe in reinventing the wheel each time. Success in this role requires a blend of technical expertise, systems thinking, and the ability to translate complex business objectives into actionable implementation steps. What You'll Do Value Acceleration at Scale: You'll unblock customers facing everything from basic setup issues to complex architectural challenges. However, your role isn't just to fix individual problems - your goal is to identify patterns and build solutions that prevent those problems from happening again. When you solve for one customer, you're solving for hundreds. Technical Discovery and Solutioning: Partner with CSMs to understand the business objectives, then translate those into technical reality. This means deep technical discovery, understanding their entire stack, and designing implementation paths that actually work in production. No theoretical solutions - everything needs to be battle-tested and deployable. Collateral and Enablement: Build reusable assets such as technical guides, templates, scripts, or reference implementations that scale best practices across customers. Product Feedback Loop: Capture customer challenges, propose interim solutions, and document gaps to inform product roadmap discussions. Adaptive Problem Solving: When out of the box functionality is insufficient, design pragmatic solutions (workarounds, custom scripts, integrations, etc.) to help unblock and activate customers. About You You need 6-8+ years in a technical customer-facing role and a portfolio of “built things”. Customer Success Engineering, Solutions Engineering, Forward Deployed Engineering, Technical Account Manager… the title doesn't matter as much as the hands-on technical work that solves real problems for customers. You should have: Strong foundation in Computer Science or Engineering (degree or equivalent real-world experience) Experience with JavaScript and related technologies such as Node.js or TypeScript, or equivalent experience with other modern scripting languages Deep understanding of APIs, developer workflows, and modern DevOps practices Proven ability to scope ambiguous problems and deliver working solutions quickly Experience building technical collateral that scales - scripts, templates, automation tools Comfort engaging both individual developers and enterprise architects You should be comfortable in Postman and familiar with the broader developer toolchain - GitHub, AWS, Azure, and other pipelines. Most importantly, you need to understand how enterprises actually build and ship software , not just how they say they do in planning meetings. The reasonably estimated base salary for this role ranges from $150,000.00 to $200,000.00, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. Role Overview As a Sr. Solutions Architect - Professional Services, you will be responsible for delivering technical consulting and implementation engagements across Postman's enterprise customer base. This role is deeply technical, hands-on, and customer-facing-ideal for professionals with a strong background in API design, governance, development, and solution architecture, looking to drive tangible customer outcomes. You'll lead the delivery of both fixed-price and time-and-material (T&M) projects, and will be measured on on-time, on-budget execution, as well as the value delivered to customers. You will work cross-functionally with Sales, Customer Success, Product, and Engineering to shape solutions, execute delivery plans, and ensure the successful deployment of Postman at scale within large, complex organizations. Key Responsibilities Project Delivery & Execution Lead the technical delivery of professional services engagements for enterprise customers, ensuring successful implementation and adoption of Postman's capabilities. Execute implementation plans in collaboration with engagement managers or project leads, focusing on delivering technical outcomes aligned with customer objectives. Implement and configure Postman in complex enterprise environments, including integrations with CI/CD pipelines, authentication systems, and API management layers. Ensure quality and consistency of delivery through hands-on configuration, technical walkthroughs, and solution validation. Provide technical leadership during customer workshops, enablement sessions, and solution reviews to ensure effective knowledge transfer and adoption. Technical Solutioning & Architecture Act as the technical lead and subject matter expert in engagements, helping customers implement best practices across API design, mocking, testing, governance, security, and lifecycle management. Design scalable API strategies using Postman and associated integrations within the customer's development toolchain. Tailor Postman's enterprise features to meet customer-specific workflows, compliance needs, or infrastructure environments (e.g., CI/CD pipelines, on-prem, hybrid). Customer Enablement & Advisory Guide customers through technical configuration, developer onboarding, and platform rollout strategies. Conduct hands-on workshops, and architectural assessments to accelerate adoption. Provide high-touch support and consultative advice during the post-sales implementation phase. Proactive Engagement & Problem Solving Identify and escalate technical roadblocks early, proposing alternative solutions to keep projects on track. Proactively suggest architectural or process improvements to ensure long-term success and scalability of the solution. Act as a technical voice of the customer, documenting feedback and influencing internal product direction as appropriate. Cross-Functional Collaboration Partner with Sales and Customer Success teams during pre-sales and post-sales engagements to shape project scope and value articulation. Collaborate with the Product and Engineering teams to resolve technical challenges or influence roadmap discussions with real-world use cases. Participate in internal and external project retrospectives and contribute to improving Postman's services delivery methodology. What You'll Bring 7+ years of experience in technical roles such as Solutions Architect, Professional Services Engineer, API Consultant, or similar. Strong hands-on experience with API design (OpenAPI/Swagger), REST/GraphQL, API management platforms, and modern development practices. Proficiency with Postman's platform (or comparable tools) across design, testing, monitoring, environments, workspaces, and collections. Solid development background (e.g., JavaScript, Python, Node.js, or Java) with experience in CI/CD, scripting, and integrations. Strong understanding of API governance, versioning strategies, and security models (OAuth, JWT, API keys) in enterprise environments. Excellent project management discipline-ability to scope work, manage timelines, and communicate clearly with both technical and non-technical stakeholders. Strong customer-facing communication and facilitation skills, including experience running technical workshops and stakeholder presentations. Experience working with Fortune 1000 or large enterprise customers across industries. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity Postman is a rapidly growing Series D funded startup that specializes in providing innovative developer products and solutions for both individual developers and large enterprises. Our mission is to empower developers and organizations to create, test, and manage APIs more efficiently. We are currently seeking an experienced and highly skilled Field CTO to join our team, reporting to the CTO. In this role, you will work closely with customers to understand and guide their API strategy, ensuring Postman's products and services are seamlessly integrated into their architecture. What You'll Do Act as a trusted technical advisor to Postman customers, helping them understand and navigate their API strategies and identify opportunities for Postman's products and services to add value. Collaborate with the sales and customer success teams to provide technical guidance during the pre-sales, onboarding, and ongoing support processes. Develop and deliver customer-facing presentations, demos, and workshops to demonstrate the value of Postman's solutions and help customers optimize their API management processes. Gather customer feedback and insights to inform product development and enhancements, acting as the voice of the customer within the organization. Stay current on industry trends, competitive landscape, and emerging technologies, ensuring Postman remains at the forefront of API development and management. Collaborate with the product, engineering, and marketing teams to create technical content, including whitepapers, blog posts, and case studies that showcase Postman's expertise and value proposition. Represent Postman at industry conferences, webinars, and other events, sharing knowledge and building brand awareness. Support the development of strategic partnerships and integrations with other technology providers to expand Postman's ecosystem and capabilities. Mentor and coach internal team members, fostering a culture of continuous learning and technical excellence. About You 10+ years of experience in software development, architecture, or a related field, with a strong focus on API development, management, and strategy. Proven experience in a customer-facing technical role, such as solutions architect, technical consultant, or field CTO. In-depth knowledge of API technologies, protocols, and industry best practices. Exceptional communication, presentation, and interpersonal skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences. Strong customer-centric mindset, with a commitment to delivering outstanding customer experiences and building lasting relationships. Demonstrated ability to stay current with industry trends, emerging technologies, and competitive landscape. Experience working in a fast-paced, high-growth technology or SaaS company. A bachelor's degree in computer science, engineering, or a related field; a master's degree or relevant certifications are a plus. The reasonably estimated base salary for this role ranges from $250,000 to $375,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity Each Mid Market Account Executive has a territory of around 100 accounts, containing existing Postman users on all levels of Postman. The goal is to build strategies to manage target accounts while working with Sales Development representatives, with the intention of understanding how they are using Postman, and introduce them to all the capabilities of our Enterprise Suite. This is a unique opportunity to join the rapidly growing sales team at Postman and we are looking for passionate, energetic people to further scale our fast-growing business. The ideal candidate has personally driven significant sales growth at Technical SaaS companies. What You'll Do Take ownership of the full sales cycle from prospecting to closure Build a strategic plan for your territory Create and manage sales sourced outbound opportunities Execute a land and expand sales strategy to drive widespread adoption and larger deployments Educate customers on the value of Postman throughout the evaluation and adoption cycle Navigate key decision makers to build Postman Enterprise awareness within organizations Leverage data to understand your customers and prospects to gain insight into their business challenges Provide recommendations based on customers' business needs and usage patterns Identify customer needs and collaborate with Postman teammates to ensure long term customer success Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries Provide a detailed and accurate forecast Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts Be a great listener! About You A top performer with 3-5 years experience hunting and closing net new logos Experienced with creatively sourcing pipeline outside of inbound lead flow Able to strategically map out and break into accounts Relevant sales experience in an Enterprise SaaS organization Experience selling developer and/or technical products Excellent communication skills both with customers and within an organization Proven negotiation and closing skills, as demonstrated by regularly exceeding sales targets while selling right-fit customers. Strong track record of navigating 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 The reasonably estimated compensation range for the role is $180,000 to $230,000 OTE, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity We're looking for an experienced Engineering Manager who is excited about scaling a fast-paced 0-to-1 engineering team: Lead a tight-knit, hybrid team of high-performing engineers. Own roadmap and process to rapidly deliver product improvements, while investing in longer-term scaling efforts on the Insights platform. Drive technical vision for all parts of a backend-intensive product, encompassing product engineering and infrastructure/platform. The platform processes streaming time-series data as part of continuously monitoring production APIs. Grow an engineering team of nine to up to 3x the current size in the next year, including hiring managers. About you Must have: Track record of managing teams that deliver. Impressive portfolio of projects launched. Experience managing engineering for a user-facing product with a substantial backend component. Comfort with owning pre-launch and ops standards for such products. Experience managing a hybrid team distributed across time zones. Experience working in a fast-paced startup environment. Hands on: we don't expect you to write load-bearing code, but we expect you to be able to roll up your sleeves from time to time to understand the technical systems. Based in the San Francisco Bay Area and able to come to the office 3x per week. Nice-to-have: Experience working on a 0-to-1 product. Experience working on B2B product and/or developer tools. The reasonably estimated base salary for this role ranges from $275,000 to $300,000, plus a competitive equity package. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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 Team The Ecosystem team focuses on providing key extensibilities within Postman that can be leveraged by our Ecosystem partners to build delightful apps for our customers. This team plays a vital role in Postman's feature expansion journey by providing capabilities within the product that can be leveraged by 3rd party apps safely and securely. The team collaborates with all of Postman's product and platform teams. We are building a 0 -> 1 product and we work across frontend, backend and middleware. What You'll Do Building systems that are scalable, reliable and performant, that cater to the needs of thousands of ecosystem developers that build apps on Postman and hundreds of millions of users who use these apps. Collaborate with senior engineers and cross functional teams to understand product requirements and build ecosystem capabilities that allow developers to build the next generation of apps. Creating and reviewing technical specs and providing feedback to developers. Be responsible for features end to end - from development to deployments and ensure a high quality bar is maintained. About You Have a Bachelors in Computer Science or equivalent industry experience. Have experience working on Javascript, ReactJS, NodeJS or similar technologies. 4 to 5 years of experience building Frontend and/or full stack services. Exceptional problem solving and analytical skills Experience building scalable distributed systems. Have a keen focus on quality and velocity. Fast learner and have the ability to be self driven. The reasonably estimated base salary for this role ranges from $140,000 to $190,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity As Staff Engineer, Desktop Platform, you'll join the Postman Client Platform team and lead the technical direction of our Electron-based desktop application, used by over 40 million developers worldwide. You will shape its architecture, performance, and security for years to come. This is an IC-first role. You'll design and build every day while also serving as the technical anchor for our Desktop Platform. You will define its architecture, implement critical features, and mentor engineers, guiding how Postman evolves across desktop operating systems. About the Team The Client Platform organization provides the “paved path” for building, testing, and releasing Postman's web and desktop applications. We own the frameworks, SDKs, build tooling, shared libraries, and infrastructure that product engineers rely on every day. Our platform is the foundation that hundreds of Postman engineers use to deliver features and improvements to over 40 million customers. Within this group, the Desktop Platform team is responsible for Postman's Electron integration and OS-level infrastructure. The team ensures Postman is installable, updatable, performant, and secure across Windows, mac OS, and Linux, working closely with the Client SDK and Build/Release teams to provide a consistent and reliable experience. What You'll Do Own the architecture for Postman's Electron-based desktop application. Design and implement core desktop features, including installers, auto-updates, and OS integrations. Improve performance across desktop platforms, from startup time to memory and CPU usage. Collaborate across engineering to ensure Postman delivers a consistent, performant, and secure desktop experience. Drive security best practices for Electron apps, including sandboxing and safe updates. Keep Postman current with Electron releases. Partner with Client SDK and Build/Release teams to align architecture and delivery. Shape technical direction across engineering by collaborating with other platform teams and aligning them on desktop needs. Traits That Will Make You Successful Hands-on leadership: You lead by building and guide others through influence and mentorship. Systems thinker: You understand how desktop platforms fit together, from OS APIs to Electron internals to shared client frameworks, and design solutions with the whole system in mind. Influential partner: You work effectively across engineering teams, building alignment and trust to drive the right technical outcomes. Bias for clarity: You make technical direction and trade-offs easy for others to understand. Pragmatic problem solver: You balance performance, security, and user experience with delivery speed. High standards: You care deeply about quality and take pride in raising the bar for others. Your Experience Proven track record as a Staff, Principal, or Lead engineer building cross-platform desktop applications. Deep expertise with Electron, Node.js, and modern web technologies (JavaScript, TypeScript, React). Strong understanding of cross-platform packaging, auto-update systems, and OS-level integration (Windows, mac OS, Linux). Experience improving performance and security in large-scale desktop applications. Proficiency in C++ for writing native modules or integrations. Familiarity with Win32 APIs and mac OS APIs for native integration and platform-specific optimizations. Demonstrated ability to set technical direction, mentor engineers, and influence peers across teams. Comfortable acting as the technical anchor for a lean team, with the ability to shape its future growth. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity With so many organizations using Postman, we are looking for exceptional Solutions Engineers to join our team and to help us to efficiently support and grow our enterprise business. You will partner with our Sales team to promote an API-first development culture, nurture customer relationships, and guide Postman users on how to most effectively leverage our platform to build their APIs. Ideally, we are looking for someone who lives and breathes APIs, is comfortable with AI/ML and Agentic, has some hands on JavaScript, and has worked the enterprise sales track! What You'll Do In addition to working with a product that customers already know and love, you will be well-supported in this role by our Sales, Customer Success, Developer Relations, and Engineering teams. Scale, manage, and mentor a team of Solutions Engineers by fostering a culture of excellence Act in the capacity of a Principal Solution Engineer and support 2-4 Strategic Account Directors 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 About You Team leadership experience 10+ years of enterprise sales/solutions engineering experience Should have experience working in large scale developments Ability to travel up to 40% 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) The reasonably estimated OTE for this role is $240,000 - $280,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity We're looking for a strategic and analytical Head of Sales Operations to lead the development, execution, and optimization of our global sales operating model. This role will be pivotal in driving operational rigor across sales planning, territory design, account allocation, quota setting, and incentive compensation-ensuring our GTM engine scales predictably and efficiently. You will partner closely with Sales, Finance, and Customer Success leadership to build the frameworks, processes, and insights that enable sustained revenue growth and drive the right sales behaviors. Key Responsibilities Sales Planning & Forecasting: Build and lead scalable sales planning processes, including pipeline modeling, capacity planning, and performance forecasting to enable predictable growth. Territory & Account Design: Develop and optimize equitable, data-driven territory and account allocation models to maximize market coverage and opportunity. Quota & Compensation Strategy: Own the design, deployment, and governance of quota-setting methodologies and incentive compensation models that drive alignment with company goals and sales productivity. Operational Excellence: Establish operational cadence, KPIs, and dashboards to monitor performance, improve forecasting accuracy, and guide decision-making across the GTM organization. Cross-Functional Alignment: Partner with Finance, RevOps, and Customer Success to align on planning assumptions, headcount strategy, and resource allocation. Team Leadership: Build, mentor, and lead a high-performing Sales Operations team focused on strategic enablement, analytical insights, and process optimization. Qualifications 7+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy roles at a SaaS company. Proven success leading sales planning, quota design, and compensation strategy in high-growth environments. Strong analytical, modeling, and strategic thinking skills with a deep understanding of sales metrics, funnel analysis, and productivity levers. Excellent communication, executive presence, and stakeholder management capabilities. Demonstrated ability to build scalable processes, tools, and systems that enable growth and operational excellence. Preferred Qualifications Experience in Infrastructure SaaS companies or environments with a strong Product-Led Growth (PLG) motion. Background spanning both strategic and operational aspects of Sales and GTM functions. Familiarity with modern GTM systems and data tools (e.g., Salesforce, Clari, Looker, Anaplan, or similar). The reasonably estimated OTE for this role is $205,000.00 to $240,000.00 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity As a Member of Technical Staff and AI Agent Development Lead, you will lead the design, development, and deployment of next-generation AI agents that interact with users and complex environments. You will drive the architecture and implementation of scalable, reliable AI systems, working closely with research, product and engineering teams to build safe, interpretable, and performant AI technology. What You'll Do Lead a cross-functional engineering team focused on AI agent development, from conceptual design to production deployment. Design and implement AI agent architectures leveraging state-of-the-art language models and associated technologies. Collaborate with research scientists on scalable experiments and productize research innovations. Drive the development of agent capabilities including dialogue management, decision making, and autonomy. Ensure AI safety and alignment principles are integrated throughout the agent lifecycle. Mentor and grow technical staff, fostering an environment of collaboration and innovation. Evaluate new tools, frameworks, and methodologies to enhance AI agent capabilities. Partner with product and policy teams to align AI agent features with user needs and ethical standards. About You Proven experience leading technical teams in AI or machine learning engineering, preferably building AI agents or assistants. Strong software engineering skills with proficiency in Python and familiarity with modern ML frameworks (e.g., JAX, PyTorch, TensorFlow). Deep understanding of language models, reinforcement learning, and AI safety/alignment concepts. Experience with scalable system design and cloud infrastructure. Passion for AI safety, interpretability, and user-centered AI development. Excellent communication skills and ability to collaborate across multidisciplinary teams. Preferred: Prior experience working with large language models or conversational AI. Background in research and development of AI alignment or safety techniques. Experience with developer tools and APIs for AI integration. The reasonably estimated base salary for this role ranges from $256,000 to $276,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.

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. The Opportunity This team will build 0-to-1 products from scratch - innovative, strategic initiatives designed to unlock hundreds of millions of dollars in new revenue. As a Forward Deployed Engineer (FDE), you will be deeply embedded with customers and partners, working at the intersection of product, engineering, and GTM to build high-leverage solutions that solve real-world problems at scale. What You'll Do Work closely with strategic customers and internal teams to deeply understand high-value problems Design and build full-stack applications, integrations, and tools that solve real-world use cases with APIs at the center Rapidly prototype solutions, validate impact, and iterate quickly based on user feedback Own end-to-end technical execution - from architecture and infrastructure to frontend and backend development Act as a trusted technical advisor and partner to customers, helping them unlock the full power of Postman Collaborate with Postman's product and engineering teams to influence roadmap based on field learnings Help define and scale the Forward Deployed Engineering function from the ground up Travel Requirement: 20-30%, based on customer engagement needs. This may include on-site visits for strategy, discovery, deployment, support meetings About You Have 2-5 years of professional experience as a full-stack or backend engineer; startup or founding team experience is a big plus Are customer-obsessed and energized by solving real problems with high business impact Experience with AI Agents, API Platforms is a plus Have experience working directly with customers or in consultative roles (e.g., solutions engineering, CTO-as-a-service, technical consulting) Are a strong generalist with proficiency in Node.js, Python, or similar backend languages, and React/Next.js or similar for the frontend Have experience building and shipping cloud-based applications (AWS/GCP/Azure) Enjoy ambiguity and thrive in fast-paced, 0→1 environments Are excited about building systems and practices that can scale with a rapidly growing company The reasonably estimated base salary for this role ranges from $150,000 to $180,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. 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, Austin, Tokyo, Bangalore, Hyderabad, London, 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.