Strategic Account Director - BFSI,Mumbai

Own and grow a portfolio of named strategic BFSI accounts (private and PSU banks, NBFCs, insurance majors, AMCs, capital markets firms) — responsible for new sales, expansion, upsell, cross-sell, and renewals to deliver multi-year ARR targets. Develop and execute multi-year strategic account plans that map Postman's platform capabilities to each account's digital transformation priorities (API modernisation, cloud migration, AI adoption, digital banking). Build and maintain trusted C-suite and senior executive relationships (CTO, CIO, CISO, CDO, VP Engineering, Head of Digital) — positioning Postman as a strategic platform partner, not a point tool. Identify, engage, and build relationships with key BFSI-focused ISVs and system integrators to develop joint go-to-market and co-sell strategies that accelerate customer adoption. Lead complex, multi-stakeholder deal cycles from initial discovery through commercial close, including procurement, legal, information security, and regulatory compliance reviews. Partner with Solutions Engineering, Customer Success, and Professional Services to design and deliver compelling proof-of-value engagements that demonstrate measurable ROI. Develop and deliver Executive Business Reviews (EBRs/QBRs) that connect Postman platform usage to business outcomes relevant to BFSI leaders. Map account white-space and maintain a 3x pipeline coverage ratio through structured account planning, stakeholder expansion, and executive sponsorship programmes. Represent Postman at BFSI industry forums, RBI/SEBI technology roundtables, customer advisory boards, and executive briefings to build brand and market presence. Collaborate with Product, Marketing, and Partnerships on BFSI-specific use cases, competitive intelligence, customer advisory inputs, and go-to-market assets. Accurately forecast committed revenue using MEDDPICC methodology and maintain rigorous CRM hygiene in Salesforce. Work cross-functionally to navigate long, regulated procurement cycles common in the BFSI sector, including RFP/RFI response coordination.

Candidates will join an innovative team pushing engineering boundaries. Depending on the domains associated with this job, you will be expected to design clean APIs, write automated test cases, and participate in peer code reviews. We value developers who focus on performance optimization, fast load times, and simple, maintainable architectures.