Strategic Account Director - BFSI

As a Strategic Account Director for the BFSI vertical, you will own Postman's most important accounts — India's largest banks, NBFCs, insurers, and AMCs. This is a high-visibility, senior individual contributor role that sits at the intersection of enterprise sales, executive relationship management, and industry evangelism. You will be the trusted advisor to C-suite and senior platform engineering leaders across BFSI, helping them understand how an API-first strategy — underpinned by Postman — accelerates digital transformation, reduces time-to-market, and builds competitive advantage. You will own the full revenue lifecycle — new logos, multi-year expansions, and renewals — while building long-term strategic partnerships that compound over time. You will also identify and engage key ISVs within the BFSI ecosystem, driving co-sell and joint-influence motions that amplify Postman's reach in the sector.

• 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

Required Qualifications

• 18+ years of total B2B enterprise technology sales experience, with at least 7+ years of dedicated focus on BFSI accounts in India
• Consistent, documented track record of exceeding quota on deals of ₹4–15 Cr+ ACV in enterprise SaaS, cloud, or developer/DevOps tooling
• Deep knowledge of the Indian BFSI landscape — key institutions (private banks, PSU banks, insurance majors, NBFCs, capital markets), their buying patterns, regulatory environment, and digital transformation priorities
• Demonstrated ability to lead complex, multi-threaded enterprise deals involving procurement, legal, infosec, and C-suite sign-off in regulated environments
• Executive presence and credibility — proven ability to engage, influence, and build trust with CxO and Board-level stakeholders
• Experience selling technology into regulated environments with long sales cycles (9–18 months)
• Self-starter with the ability to work in ambiguity, take ownership of outcomes, and drive results with cross-functional team collaboration

Preferred Qualifications

• Prior experience at a developer tooling, DevOps, API, or cloud-native company (e.g., MuleSoft/Apigee, Salesforce, ServiceNow, GitLab, Kong, Hashicorp)
• Understanding of API-first architectures, microservices, DevSecOps, and AI/ML adoption in enterprise banking and insurance contexts
• Experience with enterprise sales methodologies such as MEDDIC, MEDDPICC, or SPIN
• Existing C-level network within major Indian BFSI institutions
• MBA from a reputed institution or equivalent advanced qualification

Location & Travel

Mumbai, India (Hybrid). This role requires regular in-person engagement with BFSI customers across Mumbai and key financial centers (Pune, Bengaluru, Chennai, Delhi NCR). Estimated travel: 20-30%.