SMB Account Executive
The SMB Account Executive will manage a DACH territory, generate and qualify pipeline, and drive full-cycle sales of Postman’s Enterprise Suite. The role requires technical SaaS sales experience, strong account-mapping and closing skills, executive communication, and fluency in German and English.
About the job
Responsibilities
- Build a credible funnel for Postman Enterprise adoption across a portfolio of organizations with promising growth opportunities.
- Own the full sales cycle from lead to close.
- Build a strategic outbound motion for the assigned territory.
- Convert inbound leads into closed opportunities.
- Execute land-and-expand sales strategies to drive widespread adoption and larger deployments.
- Educate customers on the value of Postman throughout evaluation and adoption.
- Navigate key decision-makers to build awareness of Postman Enterprise.
- Use data to understand customers and prospects and identify business challenges.
- Identify customer needs and collaborate with Postman teammates to support customer success.
- Communicate and appropriately escalate billing, legal, security, onboarding, and technical issues.
- Provide detailed, accurate forecasts.
- Collaborate with Solutions Engineering, Customer Success, Account Development, and leadership to build strategic adoption plans.
- Recommend approaches based on customers’ business needs and usage patterns.
Requirements
- Strategic account-mapping and account-penetration skills.
- Successful pipeline-generation track record.
- Relevant sales experience, preferably in an Enterprise SaaS organization.
- Experience selling developer or technical products is strongly preferred.
- Excellent communication skills with customers and internal teams.
- Proven negotiation and closing skills, with a record of regularly exceeding sales targets while selling right-fit solutions.
- Experience navigating organizations across multiple industries.
- Ability to develop senior-level relationships quickly and effectively.
- Experience presenting to senior managers and C-suite executives.
- Ability to manage multiple opportunities at various stages of the buying process.
- Active interest in increasing customer satisfaction and deepening customer relationships.
- Fluency in German and English.
Compensation & Benefits
- Pay-on-performance philosophy.
- Flexible schedule and collaborative team environment.
- Full medical coverage.
- Flexible paid time off.
- Wellness reimbursement.
- Monthly lunch stipend.
- Team-building events.
- Donation-matching program.
Skills
Enterprise Saas, Sales Pipeline Generation, Account Mapping, Outbound Sales, Inbound Sales, Land And Expand, Negotiation, Forecasting, Technical Products, Customer Success, Solutions Engineering
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