Senior Solutions Architect

Who Are We? Postman is the world’s leading API platform, used by more than 45 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 offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman 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 a Senior Solutions Architect - Strategic Accounts, you will play a pivotal role in managing and growing Postman’s most critical enterprise relationships. This is a senior-level, high-impact role that blends deep technical expertise with business strategy, customer relationship management, and growth leadership. You will act as a trusted technical advisor and strategic partner to marquee customers, helping them unlock the full value of Postman’s API platform. By deeply understanding their architecture, goals, and organizational dynamics, you will drive technical delivery, scale adoption, and uncover new opportunities for innovation and expansion across the enterprise. This role is ideal for a technically astute and customer-obsessed individual who thrives at the intersection of technology and business. You bring a hunter mentality, a strong sense of ownership, and a passion for discovering new use cases and building lasting partnerships with engineering and leadership stakeholders alike. What You’ll Do 1. Strategic Engagement & Customer Leadership Serve as the technical lead and trusted advisor for a portfolio of Postman’s most strategic enterprise accounts, guiding customers through every stage of the API lifecycle. Develop a deep understanding of each customer’s strategic initiatives, organizational goals, and API maturity, and align Postman’s platform to support outcomes like digital acceleration, internal developer productivity, and API monetization. Define and drive joint success plans that reflect both technical enablement and business value realization. 2. Business-Driven Technical Advisory Engage with technical and non-technical stakeholders to translate business drivers and pain points into actionable technical strategies using Postman’s products and capabilities. Articulate complex problem spaces - such as API governance, developer onboarding, service discoverability, or versioning challenges—into clear implementation paths. Provide proactive, high-touch advisory to promote best practices in API design, testing, monitoring, collaboration, and consumption. 3. Pattern Matching, Knowledge Sharing & Product Influence Identify and synthesize recurring usage patterns, friction points, and unmet needs across your customer portfolio to influence Postman’s strategic approach to large enterprises. Contribute to internal playbooks and reusable architectures, enabling the broader team to scale enterprise best practices. Act as a critical feedback loop to the Product and Engineering teams, providing structured, prioritized insights that inform roadmap discussions and influence feature prioritization. Partner with Product Managers during roadmap reviews, early access programs, and pilot deployments to ensure enterprise requirements are incorporated early and often. 4. Opportunity Discovery & Growth Activation Adopt a hunter mindset within each strategic account, working to uncover new use cases, teams, and departments where Postman can deliver high value. Use product usage data, strategic account planning sessions, and stakeholder interviews to map expansion pathways. Collaborat