SMB Account Executive, Japan

About the role

Postman is seeking a strategic and driven SMB Account Executive to join our Sales team in Tokyo, Japan. This role is central to our mission of enabling digital transformation across the Japanese market by acting as the trusted advisor for our Small and Medium Business (SMB) segment. You will be responsible for managing a defined territory of target companies, driving the adoption of the Postman Enterprise Suite. This involves engaging with existing platform users to identify expansion opportunities and converting inbound inquiries from new prospects. The successful candidate will serve as the primary point of contact for their portfolio, guiding organizations through their digital journey. You will leverage a consultative selling approach to deeply understand unique business challenges and map Postman's capabilities to deliver measurable value. A key component of this role is identifying growth initiatives within current accounts and expanding our footprint into new organizations. You will be expected to translate the technical strengths of the Postman platform into clear, compelling business outcomes that resonate with non-technical stakeholders. Success is defined by your ability to build long-term trust and establish Postman as a strategic partner that empowers Japanese SMBs to build and scale efficient API workflows.

What you'll do

• Manage a portfolio of target SMB accounts with up to 1,000 employees, serving as the main liaison for these organizations.
• Own the complete sales cycle from initial lead to final close, ensuring a professional and efficient execution for every deal.
• Develop and execute outbound strategies to generate new business and identify hidden opportunities within the market.
• Convert inbound inquiries into active sales opportunities by qualifying needs and presenting tailored solutions.
• Implement land and expand tactics to increase product deployment and user adoption within existing accounts.
• Educate prospects and customers on the value of the Postman platform, focusing on how it solves real-world development and collaboration challenges.
• Identify and engage key decision-makers and influencers within target organizations to build consensus and momentum.
• Utilize data to analyze customer business challenges and usage patterns, informing strategic account plans.
• Collaborate closely with Solutions Engineering, Customer Success, and leadership to build comprehensive adoption plans that ensure long-term success.
• Manage billing, legal, security, and technical communication throughout the sales process to ensure a smooth transaction.
• Maintain accurate sales forecasting and reporting to provide visibility into pipeline health and performance against targets.
• Qualify leads to ensure alignment with the ideal customer profile and prioritize opportunities to maximize team efficiency.
• Conduct competitive analysis to position Postman against alternative solutions in the developer tools and API space.

Requirements

• Proven experience in sales, ideally within an Enterprise SaaS environment, demonstrating a track record of achieving results.
• Demonstrated ability to generate pipeline and navigate complex organizational structures and decision-making processes.
• A history of consistently exceeding sales quotas while successfully managing multiple concurrent opportunities.
• Experience presenting to senior management and C-suite stakeholders, conveying value and strategy with confidence.
• Ability to build high-level, trust-based relationships across diverse industries and company cultures.
• Fluency in both Japanese and English is essential for effective communication with all stakeholders.
• A strong commitment to ethical sales practices and strict compliance with company policies and regulatory standards.
• Willingness to adhere to the structured methodologies that define the Postman sales approach, ensuring consistency and excellence.

Nice to have

• Direct experience selling developer-focused or technical software products to technical audiences.

Practical notes

This role operates on a pay-for-performance model, rewarding high achievement and contribution to team goals. The successful candidate will work 5 days per week in the Tokyo office to facilitate in-person collaboration and team cohesion. Comprehensive benefits include full medical coverage, flexible PTO, wellness reimbursements, a monthly lunch stipend, and a donation-matching program.