SMB Account Executive, Germany

About the role

The SMB Account Executive in Germany plays a critical role in driving enterprise adoption of Postman's API platform within the DACH region. You will own a specific territory, managing a portfolio of organizations that may scale up to 1,000 employees, and you will be responsible for both strategic growth and the retention of existing users. This position requires you to transform inbound interest into actionable discovery sessions while developing long-term account plans that guide educational outreach and product adoption. You will own the entire sales cycle, from initial lead identification through to closed deal, ensuring that Postman's value is clearly articulated to technical and executive stakeholders. A core part of this role involves building trusted relationships with developers and technical teams, positioning Postman as the essential tool for building and managing APIs at scale. You will leverage data and customer insights to identify business needs, uncover prospect challenges, and tailor your messaging to highlight workflow optimization and efficiency gains. Collaboration with internal teams is essential, as you will represent the voice of the customer to influence product strategy and roadmap decisions. Ultimately, this role is about enabling sustainable adoption by guiding users through onboarding, feature expansion, and best practices that unlock the full potential of the Postman platform.

Key facts

What you'll do

• Drive the sales cycle for assigned accounts in Germany, converting inbound demand into scheduled discovery sessions that uncover real business needs.
• Architect and execute tailored outreach strategies that align Postman's capabilities with the specific objectives of target organizations across the DACH region.
• Conduct discovery calls with technical and business stakeholders to clarify challenges and map Postman features to concrete workflow optimization opportunities.
• Prepare and deliver tailored demonstrations that showcase how Postman can streamline API development, improve collaboration, and accelerate delivery timelines.
• Build and maintain strategic relationships with technical stakeholders, guiding them through onboarding and feature adoption to ensure long-term expansion.
• Collaborate with internal experts such as Solutions Engineering and Customer Success to resolve complex queries and remove barriers to usage.
• Analyze engagement metrics and usage data to refine messaging and prioritize high-potential segments within your portfolio.
• Represent the customer voice internally by sharing feedback and insights that shape product understanding and future roadmap priorities.
• Navigate key decision-making processes to build Postman Enterprise awareness and drive adoption among stakeholders in mid to large organizations.
• Use data to understand customer businesses and prospect challenges, ensuring that outreach is relevant, timely, and impactful.
• Actively listen to client needs and collaborate with Postman teammates to coordinate escalations related to billing, legal, security, on-boarding, and technical support.
• Provide detailed, accurate, and timely forecasts to support pipeline planning and business decision-making at the organizational level.
• Partner with Solutions Engineering, Customer Success Managers, Account Development representatives, and leadership to build cohesive adoption strategies for large accounts.
• Develop recommendations based on customer business needs and usage patterns, aligning educational content and engagement plans with clear value propositions.
• Demonstrate a proven ability to manage multiple opportunities simultaneously while navigating complex B2B sales cycles in a SaaS environment.
• Leverage experience selling developer and technical products to articulate the benefits of an API-first platform to diverse audiences.
• Generate and nurture a robust pipeline by drawing on prior sales experience, preferably within Enterprise SaaS organizations operating at scale.
• Communicate fluently in German and English to ensure clarity and professionalism in all interactions with stakeholders across the region.
• Build trust with technical audiences by demonstrating deep knowledge of API platforms, developer workflows, and the challenges faced by modern engineering teams.
• Contribute to the continuous improvement of sales playbooks by testing new approaches and sharing learnings with the broader Postman organization.

Requirements

• Bring a proven track record of driving significant sales growth at Technical SaaS companies, demonstrating an ability to scale revenue in fast-paced environments.
• Hold direct experience selling Enterprise SaaS to organizations of varying size, from growing startups to established enterprises.
• Show a successful history of meeting or exceeding sales targets, with clear evidence of consistent over-performance against quotas.
• Speak fluent German and English, ensuring that you can communicate effectively with both technical teams and executive stakeholders.
• Manage multiple opportunities concurrently, navigating complex B2B sales cycles with ease and maintaining momentum across long sales horizons.
• Sell developer and/or technical products with confidence, understanding the nuances of API development and the needs of technical users.
• Generate and manage a strong pipeline, drawing on prior sales experience in Enterprise SaaS environments where platform adoption is critical.
• Work within an organization that values data-driven decision-making, using insights from analytics and customer interactions to refine your approach.

Nice to have

• Experience selling to organizations in the DACH region, with an understanding of local business culture and decision-making processes.
• Familiarity with API development tools and platforms, including Postman or similar environments used by engineering teams.

Practical notes

This position is fully remote based in Germany.

The role offers a fixed salary between 65,000 EUR and 85,000 EUR.

Application procedures should be confirmed through official Postman hiring channels.