Solutions Engineer, New Products

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 Postman’s New Products team is looking for an exceptional Enterprise Solutions Engineer to support strategic growth across Fern, Astro AI, Fabric Gateway, and Passport. You will partner with New Products sellers and the broader Postman field on both co-sell opportunities within existing customers and greenfield opportunities, helping large enterprises evaluate how these products fit into complex developer, API, security, and agent architectures. This is a high-impact, hands-on role working closely with New Products Sales, Product, Engineering, Field CTOs, Forward Deployed Engineering, and Customer Success to win lighthouse customers and turn successful technical evaluations into repeatable enterprise motions. What You’ll Do - Help drive New Products enterprise revenue by supporting Strategic and Enterprise prospects and customers. - Lead deep discovery, qualification, architecture sessions, technical demos, and proof-of-value engagements across Fern, Astro AI, Fabric Gateway, and Passport. - Own technical objections and solution design, translating complex enterprise requirements into credible architectures, integrations, and implementation paths. - Understand customer developer and platform workflows deeply and identify where one or more New Products can create measurable technical and business value. - Capture field feedback and partner with Product and Engineering to surface enterprise requirements, product gaps, and roadmap opportunities. - Stay current on the competitive landscape and emerging trends across developer platforms, AI agents, API gateways, identity/security, and developer experience. - Build proof-of-concept integrations, tooling, reference architectures, and workflows to validate New Products in customer environments. - Maintain reusable enterprise demo and sandbox environments and establish best practices for technical evaluations. - Act as a technical intermediary across New Products Sales, core Postman account teams, Product, Engineering, Customer Success, Field CTOs, and FDEs. About You - 8+ years of enterprise sales or solutions engineering experience. - 4+ years of hands-on software development or equivalent technical implementation experience. - Deep experience with APIs and developer platforms; experience with AI/agent systems, gateways, identity/security, SDKs, or developer tooling is strongly preferred. - Bachelor's degree in Computer Science, a related field, or equivalent relevant work experience. - Remote work friendly, with the ability to travel up to 50%. - Thrives in a collaborative, fast-moving environment where products and go-to-market motions are still being built. - Customer-facing experience and comfort engaging developers, architects, security leaders, platform teams, product leaders, and engineering executives. - Experience engaging senior management and executive audiences to connect technical architecture to strategic business value. - Capable of building deep, long-lasting relationships with Strategic customers and technical champions. - Strong understanding of APIs and experience producing, consuming, securing, or operating APIs across complex domains. - Strong understanding of modern software development, cloud architecture, DevOps, and the software development lifecycle. - Comfortable with complex enterprise SaaS sales cycles and security, legal, architecture, procurement, and deployment requirements. - Experience executing enterprise sales methodologies such as MEDDIC, Challenger Sale, Command of the Message, or similar frameworks. - Excellent listener who starts with the customer problem rather than presupposing the solution. - Familiar with developer tooling including IDEs, Git, CI/CD, observability, microservices, containers, and cloud services. - Fast learner who can build technical depth across multiple emerging products and categories. - Excellent presentation, verbal, and written communication skills. The reasonably estimated OTE for this role ranges from $200,000 to $245,000, 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 themselves. At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom. Our Values At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can. Equal Opportunity Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.