Enterprise Customer Success Manager

Who Are We?

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 is helping developers and professionals across the globe 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 an office in Bangalore, where it was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman.

P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

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. This role requires a unique blend of consulting, product expertise, and strategic relationship-building. You’ll work cross-functionally with sales, product, engineering, and senior leadership to deliver a best-in-class customer experience. The CSM role at Postman gives you the opportunity to make a huge impact on the success of Postman and, most importantly, our customers!

What You’ll Do

• 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.

About You

• 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 Communicator (written and verbal)
• 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.

The reasonably estimated OTE for this role is $130,000 to $180,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

What Else?

In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of