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Partner Operations, Senior Manager

San Francisco, California, United States

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 is investing heavily in building a global partner ecosystem.

This role reports into the Head of Field Operations (Sales, SDR, Partner), and will work closely with the Head of Worldwide Partnerships and the Partner Programs team to design the operational systems required to support partner engagement and revenue growth.

What You’ll Do

Partner Systems & Infrastructure

Lead the implementation and management of partner technology platforms, including:

  • partner portals and PRM systems
  • partner ecosystem intelligence platforms
  • partner CRM workflows

Partner Lifecycle Operations

Design scalable processes supporting the partner lifecycle, including:

  • partner onboarding
  • deal registration
  • lead sharing
  • partner pipeline management

Partner Pipeline Attribution

  • Develop frameworks that track partner-sourced and partner-influenced revenue.
  • Ensure partner contributions are visible in pipeline reporting and forecasting.

Partner Program Operations

Partner with the Partner Programs team to operationalize:

  • partner tiering
  • MDF programs
  • partner incentives
  • ecosystem reporting

Analytics & Performance Insight

  • Develop reporting frameworks that provide visibility into partner ecosystem performance and growth.

About You

We are looking for an operator who understands how partner ecosystems function and how to build the operational infrastructure required to scale them.

You are comfortable working at the intersection of partnerships, sales operations, and systems infrastructure, and you enjoy building new operational frameworks where they do not yet exist.

Ideal candidates will have:

  • 7+ years of experience in Partner Operations, Sales Operations, Revenue Operations, or related operational roles
  • Experience supporting partner ecosystems including resellers, systems integrators, technology alliances, or marketplace partnerships
  • Familiarity with PRM platforms, partner portals, and partner ecosystem intelligence tools
  • Experience implementing or managing partner deal registration workflows, lead sharing frameworks, and partner pipeline tracking
  • Experience designing partner attribution models for partner-sourced and partner-influenced revenue
  • Strong familiarity with CRM systems and how partner workflows integrate into broader GTM systems
  • Experience working closely with partnerships teams to operationalize partner programs
  • Comfort operating in fast-growing environments where partner infrastructure is still being built

Skills & Competencies

  • Strong operational mindset with the ability to design scalable processes
  • Systems-oriented thinker with experience working across CRM, PRM, and analytics tools
  • Highly collaborative, with the ability to work effectively with both internal teams and external partners
  • Analytical and detail-oriented, with the ability to build reporting frameworks that track ecosystem performance
  • Comfortable owning complex operational initiatives from design through implementation

The reasonably estimated base salary for this role ranges from $150,000 to $175,000, 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, 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.

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