Enterprise Solutions Engineer

About Postman

Postman is the leading API platform utilized by over 45 million developers and 500,000 organizations worldwide, including 98% of Fortune 500 companies. Our platform simplifies API lifecycle management and promotes collaboration, helping users build APIs more efficiently. Founded in Bangalore and headquartered in San Francisco, Postman also operates offices in Boston, New York, Austin, Tokyo, London, and Bangalore. The company is privately held with investments from renowned venture firms.

The Opportunity

We are seeking an outstanding Enterprise Solutions Engineer to join our team and support the growth of our enterprise business. This role partners closely with the sales team to foster an API-first development culture, nurture client relationships, and assist Postman users in maximizing our platform for their API projects. Ideal candidates are passionate about APIs, experienced in enterprise sales, comfortable with JavaScript, and expert users of Postman.

Responsibilities

• Drive enterprise sales by cultivating prospects and supporting strategic and enterprise customers.
• Lead discovery calls, qualification processes, technical demonstrations, and proof of value workshops for prospective clients adopting Postman for API lifecycle management.
• Address technical inquiries and objections with appropriate solutions or workarounds.
• Deeply understand customer workflows to help implement API-first development best practices.
• Collect and communicate customer feedback to relevant teams and serve as an advocate for user needs.
• Stay informed about market trends, competitive products, and challenges within the API space.
• Create proof of concept integrations, tooling, and workflows to support potential customers.
• Manage and enhance customer sandbox environments and best practice methodologies.
• Serve as a technical liaison between sales and other internal teams to tailor solutions for customer requirements.

Qualifications

• Minimum 8 years of experience in enterprise sales or solutions engineering.
• At least 4 years of software development experience.
• Experience spanning 4 or more years working with APIs and data platforms.
• Bachelor’s degree in Computer Science or a related field, or equivalent professional experience.
• Ability to work remotely, with willingness to travel up to 50% of the time.
• Strong team player, thriving in fast-paced, collaborative environments.
• Comfortable engaging with all levels of technical stakeholders, including developers, QA, product, and engineering leadership.
• Experienced interfacing with senior management and executives to articulate Postman's value proposition.
• Skilled in building lasting relationships with strategic customers.
• In-depth understanding of APIs, with practical experience producing and consuming APIs across varied domains.
• Familiarity with modern software development methodologies, DevOps practices, and software development life cycle concepts.
• Knowledge of enterprise SaaS sales cycles and security considerations related to cloud services.
• Experienced with enterprise sales strategies and methodologies such as MEDDIC, Challenger Sale, and Command of the Message.
• Strong listener focused on understanding customer goals rather than assuming solutions.
• Proficient with developer tools including IDEs, Git, CI/CD pipelines, monitoring systems, microservices architectures, containerization, and cloud computing services.
• Eager and quick to learn new technologies continually.
• Excellent communication skills across presentations, verbal discussions, and written correspondence.

Additional Information

We promote a pay-for-performance model along with flexible scheduling, supported by a collaborative team environment. Benefits include full medical coverage, flexible paid time off, wellness reimbursements, monthly meal stipends, and wellness programs focused on physical and mental health. Our team-building activities foster connectivity, and our donation-matching program supports causes important to employees.

Postman values in-person collaboration within its hubs. For example, offices located in the San Francisco Bay Area, Boston, Austin, New York City, Tokyo, and London operate fully in-office five days a week. Our Bangalore office currently practices a hybrid model moving towards full five-day in-office presence by year-end. This approach stems from thoughtful consideration of workforce and leadership feedback to foster knowledge sharing, brainstorming, communication, and trust beyond remote interactions.

Our Core Values

We foster creativity inspired by our users' curiosity, prioritize transparency and honest communication about successes and failures, and focus on impactful goals contributing to our broader vision. Our inclusive culture ensures all team members are valued and empowered to deliver exceptional products.

Equal Opportunity Employer

Postman is committed to equal employment opportunity and affirmative action. All qualified applicants receive consideration regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, veteran status, or disability. We do not accept unsolicited resumes from recruitment agencies without prior agreements.