Postman
Technical Customer Success Manager - San Francisco based
Postman, San Francisco, California, United States, 94199
Overview
Postman is the world’s leading API platform, used by more than 40 million developers and 500,000 organizations, including 98% of the Fortune 500. Postman helps developers and professionals build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster. The company is headquartered in San Francisco and has offices in Boston, New York, and Bangalore. Postman is privately held with funding from multiple venture firms. Learn more at postman.com. The Opportunity: As an Enterprise CSM at Postman, you’ll act as a strategic advisor to a portfolio of large enterprise customers. You’ll own the full post-sales journey—from onboarding and adoption through value realization and growth. You’ll work cross-functionally with sales, product, engineering, and senior leadership to deliver a best-in-class customer experience. Responsibilities
Success Planning: Partner with customers to develop tailored success plans based on their business goals and usage of Postman. Customer Onboarding: Lead comprehensive onboarding experiences covering technical setup, platform administration and product enablement. Best Practices Consulting: Guide customers through Postman’s product features, integrations, and workflows to deliver maximum value. Impact Reviews: Conduct data-driven business reviews showcasing realized value, alignment with customer objectives, and opportunities to improve. Customer Advocacy: Capture and document success stories, case studies, and verified outcomes to help amplify customer achievements. Stakeholder Alignment: Build executive-level relationships and grow champions across engineering, product, and IT organizations. Engagement Management: Use Gainsight and integrated tools (e.g., Salesforce, Gong, JIRA) to connect activities with their success impact and improve our practice. Revenue and Growth Influence: Identify and influence expansion opportunities; contribute to Net and Gross Retention goals and upsell pipeline. Feedback Loop: Gather and communicate customer insights to influence product development and roadmap planning. What You’ll Need
8+ years of experience managing enterprise customers, preferably in developer tools or SaaS platforms. Strong technical foundation (Bachelor’s in CS/Engineering or relevant experience). Proven experience in executive stakeholder engagement and value-based consulting. Highly adaptable; strong critical thinker who is comfortable with ambiguity. Excellent written and verbal communication skills. Strong understanding of API lifecycle, developer ecosystems, and DevOps principles. Experience with Postman, or similar platforms (e.g., Atlassian, GitHub, AWS) is highly preferred. Skilled in using customer success tools like Gainsight and Salesforce. Confident communicator and facilitator at all levels—developers to C-suite. Able to lead cross-functional initiatives and manage multiple complex projects simultaneously. Curious, coachable, and proactive—you’re excited to continuously learn and contribute. Compensation
The reasonably estimated base salary for this role ranges from $170,000 to $200,000, plus a competitive equity package. Actual compensation will be based on experience and qualifications. What Else?
Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. We operate a hybrid work model and expect employees to come into the office 3 days a week for San Francisco Bay Area, Boston, Bangalore, Hyderabad, and New York roles. Our benefits and programs are designed to support physical and mental health and foster collaboration. Our Values
We value transparency and honest communication about successes and failures. We focus on specific goals that contribute to a larger vision and strive for an inclusive culture where everyone is valued. Equal opportunity
Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, protected veteran status, or disability status. Postman does not accept unsolicited headhunter and agency resumes.
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Postman is the world’s leading API platform, used by more than 40 million developers and 500,000 organizations, including 98% of the Fortune 500. Postman helps developers and professionals build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster. The company is headquartered in San Francisco and has offices in Boston, New York, and Bangalore. Postman is privately held with funding from multiple venture firms. Learn more at postman.com. The Opportunity: As an Enterprise CSM at Postman, you’ll act as a strategic advisor to a portfolio of large enterprise customers. You’ll own the full post-sales journey—from onboarding and adoption through value realization and growth. You’ll work cross-functionally with sales, product, engineering, and senior leadership to deliver a best-in-class customer experience. Responsibilities
Success Planning: Partner with customers to develop tailored success plans based on their business goals and usage of Postman. Customer Onboarding: Lead comprehensive onboarding experiences covering technical setup, platform administration and product enablement. Best Practices Consulting: Guide customers through Postman’s product features, integrations, and workflows to deliver maximum value. Impact Reviews: Conduct data-driven business reviews showcasing realized value, alignment with customer objectives, and opportunities to improve. Customer Advocacy: Capture and document success stories, case studies, and verified outcomes to help amplify customer achievements. Stakeholder Alignment: Build executive-level relationships and grow champions across engineering, product, and IT organizations. Engagement Management: Use Gainsight and integrated tools (e.g., Salesforce, Gong, JIRA) to connect activities with their success impact and improve our practice. Revenue and Growth Influence: Identify and influence expansion opportunities; contribute to Net and Gross Retention goals and upsell pipeline. Feedback Loop: Gather and communicate customer insights to influence product development and roadmap planning. What You’ll Need
8+ years of experience managing enterprise customers, preferably in developer tools or SaaS platforms. Strong technical foundation (Bachelor’s in CS/Engineering or relevant experience). Proven experience in executive stakeholder engagement and value-based consulting. Highly adaptable; strong critical thinker who is comfortable with ambiguity. Excellent written and verbal communication skills. Strong understanding of API lifecycle, developer ecosystems, and DevOps principles. Experience with Postman, or similar platforms (e.g., Atlassian, GitHub, AWS) is highly preferred. Skilled in using customer success tools like Gainsight and Salesforce. Confident communicator and facilitator at all levels—developers to C-suite. Able to lead cross-functional initiatives and manage multiple complex projects simultaneously. Curious, coachable, and proactive—you’re excited to continuously learn and contribute. Compensation
The reasonably estimated base salary for this role ranges from $170,000 to $200,000, plus a competitive equity package. Actual compensation will be based on experience and qualifications. What Else?
Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. We operate a hybrid work model and expect employees to come into the office 3 days a week for San Francisco Bay Area, Boston, Bangalore, Hyderabad, and New York roles. Our benefits and programs are designed to support physical and mental health and foster collaboration. Our Values
We value transparency and honest communication about successes and failures. We focus on specific goals that contribute to a larger vision and strive for an inclusive culture where everyone is valued. Equal opportunity
Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, protected veteran status, or disability status. Postman does not accept unsolicited headhunter and agency resumes.
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