Strategic Account Executive
About the Role
As a Strategic Account Director for the BFSI vertical, you will own Postman's most important accounts — India's largest banks, NBFCs, insurers, and AMCs. This is a high-visibility, senior individual contributor role that sits at the intersection of enterprise sales, executive relationship management, and industry evangelism. You will be the trusted advisor to C-suite and senior platform engineering leaders across BFSI, helping them understand how an API-first strategy — underpinned by Postman — accelerates digital transformation, reduces time-to-market, and builds competitive advantage. You will own the full revenue lifecycle — new logos, multi-year expansions, and renewals — while building long-term strategic partnerships that compound over time. You will also identify and engage key ISVs within the BFSI ecosystem, driving co-sell and joint-influence motions that amplify Postman's reach in the sector.
What You'll Do
Own and grow a portfolio of named strategic BFSI accounts (private and PSU banks, NBFCs, insurance majors, AMCs, capital markets firms) — responsible for new sales, expansion, upsell, cross-sell, and renewals to deliver multi-year ARR targets
Develop and execute multi-year strategic account plans that map Postman's platform capabilities to each account's digital transformation priorities (API modernisation, cloud migration, AI adoption, digital banking)
Build and maintain trusted C-suite and senior executive relationships (CTO, CIO, CISO, CDO, VP Engineering, Head of Digital) — positioning Postman as a strategic platform partner, not a point tool
Identify, engage, and build relationships with key BFSI-focused ISVs and system integrators to develop joint go-to-market and co-sell strategies that accelerate customer adoption
Lead complex, multi-stakeholder deal cycles from initial discovery through commercial close, including procurement, legal, information security, and regulatory compliance reviews
Partner with Solutions Engineering, Customer Success, and Professional Services to design and deliver compelling proof-of-value engagements that demonstrate measurable ROI
Develop and deliver Executive Business Reviews (EBRs/QBRs) that connect Postman platform usage to business outcomes relevant to BFSI leaders
Map account white-space and maintain a 3x pipeline coverage ratio through structured account planning, stakeholder expansion, and executive sponsorship programmes
Represent Postman at BFSI industry forums, RBI/SEBI technology roundtables, customer advisory boards, and executive briefings to build brand and market presence
Collaborate with Product, Marketing, and Partnerships on BFSI-specific use cases, competitive intelligence, customer advisory inputs, and go-to-market assets
Accurately forecast committed revenue using MEDDPICC methodology and maintain rigorous CRM hygiene in Salesforce
Work cross-functionally to navigate long, regulated procurement cycles common in the BFSI sector, including RFP/RFI response coordination
About You
Required Qualifications
18+ years of total B2B enterprise technology sales experience, with at least 7+ years of dedicated focus on BFSI accounts in India
Consistent, documented track record of exceeding quota on deals of ₹4–15 Cr+ ACV in enterprise SaaS, cloud, or developer/DevOps tooling
Deep knowledge of the Indian BFSI landscape — key institutions (private banks, PSU banks, insurance majors, NBFCs, capital markets), their buying patterns, regulatory environment, and digital transformation priorities
Demonstrated ability to lead complex, multi-threaded enterprise deals involving procurement, legal, infosec, and C-suite sign-off in regulated environments
Executive presence and credibility — proven ability to engage, influence, and build trust with CxO and Board-level stakeholders
Experience selling technology into regulated environments with long sales cycles (9–18 months)
Self-starter with the ability to work in ambiguity, take ownership of outcomes, and drive results with cross-functional team collaboration
Preferred Qualifications
Prior experience at a developer tooling, DevOps, API, or cloud-native company (e.g., MuleSoft/Apigee, Salesforce, ServiceNow, GitLab, Kong, Hashicorp)
Understanding of API-first architectures, microservices, DevSecOps, and AI/ML adoption in enterprise banking and insurance contexts
Experience with enterprise sales methodologies such as MEDDIC, MEDDPICC, or SPIN
Existing C-level network within major Indian BFSI institutions
MBA from a reputed institution or equivalent advanced qualification
Location & Travel
Mumbai, India (Hybrid). This role requires regular in-person engagement with BFSI customers across Mumbai and key financial centers (Pune, Bengaluru, Chennai, Delhi NCR). Estimated travel: 20-30%.