Head of Financial Services, Americas

About the role

Postman is launching a dedicated vertical sales team to address the unique needs of the financial services sector. We are seeking a senior leader to act as the General Manager for this segment, driving strategy and revenue across the Americas. You will report directly to the Chief Revenue Officer and operate from the East Coast, specifically New York City or Boston. In this capacity, you will own the end-to-end performance of the financial services vertical, defining the sales methodology and playbooks that ensure predictable and scalable growth. You will be responsible for translating the product vision into compelling commercial narratives that resonate specifically with banking and insurance stakeholders. This role demands a balance of strategic oversight and operational rigor, as you set the standards for execution within the new enterprise sales division. You will act as the primary link between the internal product organization and the market, ensuring feedback loops are structured and actionable. Success in this position will be defined by your ability to build a high-performing, collaborative team that consistently exceeds revenue targets in a complex enterprise environment.

Key facts

What you'll do

• Establish and manage the Financial Services Enterprise Sales division, setting the vision, structure, and performance metrics for the segment.
• Oversee revenue generation for major banks, insurance firms, payment networks, and regional financial institutions across the Americas.
• Manage both new client acquisition through proactive hunting and the expansion of existing accounts to maximize lifetime value.
• Engage directly with prospects and customers in the field to close deals and navigate complex enterprise buying committees.
• Build deep relationships with technology and engineering leadership at financial institutions to uncover strategic use cases for the platform.
• Collaborate with internal Product and Engineering departments to align the platform roadmap with market requirements and competitive pressures.
• Serve as the primary representative for Postman at industry events, analyst briefings, and key publications to shape the brand narrative.
• Recruit, mentor, and develop a team of Strategic Account Executives and Key Account Directors to build a scalable sales pipeline.
• Analyze market trends and competitor activity to refine the financial services go-to-market strategy on an ongoing basis.
• Own the full sales cycle, from initial prospecting through contract negotiation and ensuring seamless customer onboarding.
• Develop and maintain a deep pipeline of qualified opportunities that ensures the division consistently meets or exceeds its targets.
• Partner with Marketing to create targeted campaigns and messaging that specifically addresses the pain points of financial services buyers.
• Ensure all sales activities comply with legal, regulatory, and internal governance standards relevant to the financial sector.
• Provide weekly and monthly performance reviews to the executive team, highlighting wins, challenges, and necessary resource adjustments.

Requirements

• 12+ years of experience in enterprise software sales, with a focus on the financial services industry and a proven track record of exceeding quotas.
• Demonstrated success selling to engineering and technology executives at large financial organizations, including CTOs, VPs of Engineering, and Chief Engineers.
• Experience managing strategic sales teams and finalizing complex, multi-million-dollar contracts that involve multiple stakeholders.
• Thorough knowledge of the financial technology sector, including fintech infrastructure, banking platforms, and API ecosystems, and how these elements integrate.
• Ability to function as both a high-level strategist who can define long-term vision and a hands-on sales leader who closes critical deals.
• Strong executive presence for representing the company in professional forums, including conferences, boardrooms, and media interactions.
• Experience building go-to-market strategies from the ground up for a new vertical within an established SaaS organization.
• Demonstrated ability to operate comfortably in a fast-paced, ambiguous environment while maintaining strict attention to detail and deadlines.
• Excellent written and verbal communication skills, with the ability to tailor messaging for technical and executive audiences alike.
• Commitment to data-driven decision making, utilizing CRM tools and sales analytics to track progress and forecast accurately.

Skills & tools

• Enterprise sales strategy focused on multi-year, multi-million-dollar deals within the financial services space.
• Comprehensive understanding of the financial services technology landscape, including core banking, insurance policy administration, and payment processing systems.
• Team leadership and recruitment experience, with a history of hiring, coaching, and retaining top-performing sales professionals.
• Executive relationship management skills, including the ability to build trust and influence without authority at the highest levels of customer orgs.
• Deep familiarity with API-first business models and how to articulate the technical and business value to skeptical engineering leaders.
• Proficiency with sales enablement tools, CRM platforms, and collaboration software to manage complex deals and forecasting.
• Strong negotiation skills for crafting mutually beneficial contracts that protect Postman's interests while meeting customer needs.
• The ability to translate complex technical concepts into clear, business-focused outcomes for non-technical decision-makers.
• A collaborative mindset that ensures alignment between Sales, Product, Marketing, and Customer Success to deliver a unified customer experience.
• Willingness to travel within the Americas region to meet key prospects and attend industry conferences, typically up to 40% of the time.

Practical notes

This role requires in-office attendance 5 days per week to facilitate collaboration.

Postman provides a pay-on-performance compensation structure. Benefits include full medical coverage, flexible time off, wellness reimbursements, a monthly lunch stipend, and a donation-matching program.

Unsolicited resumes from recruitment agencies or headhunters will not be accepted.