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Head of Channel Partners

San Francisco, California, United States

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.

About the Role

Postman is seeking an experienced and hands-on Head of Channel Partners and Alliances to lead our global partner strategy and scale our channel ecosystem. Reporting to the CRO, this leader will own the vision, execution, and performance of Postman’s channel motion, driving sourced and fulfilled revenue through solution partners, corporate resellers, and strategic alliances like AWS. You will manage a high-performing global team and collaborate deeply with Sales, Marketing, and Professional Services to extend Postman’s reach, accelerate deals, and amplify our presence in markets worldwide.

Key Responsibilities

  • Scale the Program: Optimize a world-class partner program with clear tracks for Solution Partners and Corporate Resellers.
  • Drive Revenue: Deliver on FY26 channel goals, including AWS Marketplace, by building strong, revenue-producing partner relationships.
  • Lead from the Front: Personally engage with top partners, evangelize Postman’s vision, and set the tone for what great looks like through direct involvement and execution.
  • Team Leadership: Build and mentor a high-caliber global team of partner managers; instill urgency, accountability, and a bias to action.
  • Partner Enablement: Develop onboarding, certification, and enablement programs that help partners succeed at selling and implementing Postman solutions.
  • Cross-Functional Collaboration: Align closely with Sales, Marketing, Solutions Engineering, and Professional Services to create a seamless partner-inclusive GTM motion.
  • Strategic Alliances: Own and expand our AWS relationship, marketplace strategy, and co-selling motions with cloud and technology partners.
  • Measure and Optimize: Define KPIs, dashboards, and reporting to clearly track partner ROI, performance, and impact across sourced and fulfilled revenue.
  • Champion the Ecosystem: Represent Postman externally with partners and at events; serve as a strong advocate for our partners and customers inside Postman.

Who You Are

  • Action-Oriented Leader: You don’t wait, you lead from the front, set a fast pace, and show what good execution looks like.
  • Inspirational Evangelist: You can communicate the vision and value of Postman with clarity and passion, earning trust with partners, customers, and internal teams alike.
  • Customer and Partner-Centric: You actively listen to the market, understand partner and customer needs, and turn insight into action.
  • Strategic Builder: You know how to build something scalable from the ground up, a program, a team, a motion, and evolve it as the company grows.
  • Strong Communicator: You are excellent at both written and verbal communication. You are persuasive, crisp, and clear.
  • Metrics-Driven Operator: You bring rigor and discipline to tracking performance, proving ROI, and making data-driven decisions.
  • Culture Carrier: You embody Postman’s mission and values, and act as a trusted representative of the company in every interaction.

Qualifications

  • 10+ years in partnerships, alliances, or indirect sales leadership at high-growth SaaS companies
  • Proven success building and scaling channel programs and ecosystems globally
  • Deep experience managing both solution partners and corporate resellers; marketplace experience (AWS preferred)
  • Track record of delivering results through partner-sourced and partner-fulfilled revenue
  • Experience building and leading global, distributed teams
  • Strong business and financial acumen; comfortable working with sales metrics and partner economics
  • Familiarity with the developer tools or API ecosystem is a plus, but not required

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. If you have little ones in your family, the creche allowance can help in supporting your work-life balance. 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 embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Bangalore, Noida, Hyderabad, and New York, employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibility and collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our hybrid 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.

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