other
Posted 1 weeks agoStrategic Account Director - BFSI,Mumbai
at Postman
IndiaHybrid
Responsibilities
- 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
- Develop and deliver Executive Business Reviews (EBRs/QBRs) that connect Postman platform usage to business outcomes relevant to BFSI leaders
- 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
Requirements
- 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.
- 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
- Demonstrated ability to lead complex, multi-threaded enterprise deals involving procurement, legal, infosec, and C-suite sign-off in regulated environments
- 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
- experience at a developer tooling, DevOps, API, or cloud-native company (e.g., MuleSoft/Apigee, Salesforce, ServiceNow, GitLab, Kong, Hashicorp)