SMB Account Executive – DACH

Job Overview

The SMB Account Executive will develop a strategic portfolio of DACH accounts containing existing Postman users and new prospects, build qualified pipeline, manage opportunities from discovery through close, and drive broader adoption of Postman’s Enterprise offerings.

Key Responsibilities

• Manage a portfolio of organizations with promising growth opportunities.
• Build a credible sales funnel for Postman Enterprise adoption.
• Own the complete sales cycle from lead through close.
• Develop and execute a strategic outbound motion for the assigned territory.
• Convert inbound leads into closed opportunities.
• Execute a land-and-expand strategy to increase Postman adoption and deployment size.
• Educate customers about Postman’s capabilities and value throughout evaluation and adoption.
• Navigate customer organizations and engage key decision-makers.
• Build awareness of Postman Enterprise within target organizations.
• Use data to better understand customers, prospects, and their business challenges.
• Listen to customer needs and collaborate internally to support customer success.
• Coordinate or escalate billing, legal, security, onboarding, and technical inquiries appropriately.
• Maintain detailed and accurate sales forecasts.
• Collaborate with Solutions Engineering, Customer Success Managers, Account Development representatives, leadership, and other teams.
• Build strategic adoption plans for customers and larger accounts.
• Provide recommendations based on customer business needs and Postman usage patterns.

Required Qualifications

• Fluent German.
• Fluent English.
• Ability to strategically map target accounts and develop approaches for entering them.
• Successful track record of generating sales pipeline.
• Relevant sales experience, preferably within an Enterprise SaaS organization.
• Excellent customer-facing and internal communication skills.
• Proven negotiation and closing skills.
• Demonstrated ability to meet or exceed sales targets while focusing on appropriate customer fit.
• Experience navigating organizations across different industries and verticals.
• Ability to quickly develop senior-level relationships.
• Experience presenting to senior managers and C-suite stakeholders.
• Ability to manage multiple opportunities simultaneously across different stages of the buying process.
• Strong interest in improving customer satisfaction and developing deeper customer relationships.
• Ability to work effectively as part of a collaborative team.

Preferred Qualifications

• Experience selling developer products.
• Experience selling technical products.
• Enterprise SaaS sales experience.
• Previous experience personally driving significant sales growth within a technical SaaS company.

Sales Focus

• SMB sales
• DACH accounts
• Enterprise SaaS
• Technical SaaS
• API platform sales
• Pipeline generation
• Outbound prospecting
• Inbound conversion
• Full-cycle sales
• Land and expand
• Account mapping
• C-suite engagement
• Negotiation and closing
• Forecasting

Account & Territory Ownership

Each SMB Account Executive receives a territory of accounts across the DACH region. The target organizations can have up to 1,000 employees and may already contain Postman users at different levels of adoption.

You will develop account strategies based on existing usage and customer needs while simultaneously working inbound demand and creating new outbound opportunities.

Sales Cycle & Expansion

This is a full-cycle sales position. Responsibilities span pipeline creation, discovery, customer education, account mapping, evaluation, negotiation, closing, and subsequent expansion.

The role uses a land-and-expand approach, helping customers understand broader Postman capabilities and identifying opportunities for larger Enterprise deployments based on business requirements and usage patterns.

Cross-Functional Collaboration

The Account Executive will work closely with Solutions Engineering, Customer Success, Account Development, leadership, and other internal stakeholders to develop strategic adoption plans and resolve customer needs.

This can include coordinating matters involving billing, legal, security, onboarding, and technical questions throughout the sales and adoption process.

Remote Work

This position is explicitly listed as Remote, Germany.

The employer also describes mandatory office attendance for roles based from several named Postman office hubs. The supplied listing, however, specifically designates this Germany position as remote rather than as a role based from one of those listed hubs.

No specific German state, city, time-zone, travel, or work-authorization restrictions are stated in the supplied job description.

Benefits

• Comprehensive medical coverage.
• Flexible paid time off.
• Wellness reimbursement.
• Monthly lunch stipend.
• Physical and mental wellness programs.
• Team-building events.
• Donation-matching program.
• Flexible schedule.