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Commercial Counsel

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's partner ecosystem is a critical growth lever for the business, connecting the platform to the tools, cloud providers, and technology companies that developers rely on every day. As Commercial Counsel, you will own the legal work that makes these partnerships possible, while also supporting the broader commercial contracting engine that serves Postman's enterprise and mid-market customers.

Reporting to the Managing Counsel, Commercial, you will be a trusted advisor to Postman's Partner, Sales, Deal Operations, and Finance teams. You will draft, negotiate, and close the agreements that define how Postman collaborates with strategic partners, channel resellers, system integrators, and marketplace providers. You will also support the full range of commercial transactions, including enterprise subscription agreements and order forms. This role sits at the intersection of legal, product, and business strategy, and the right person will thrive in that position.

What You'll Do

Commercial Contracting

  • Serve as a primary legal resource for Postman's commercial transactions across the customer lifecycle.
  • Draft, review, and negotiate enterprise and mid-market subscription agreements, order forms, and related commercial documents on both Postman and counterparty paper.
  • Work directly with Sales, Deal Operations, and Finance to structure deals that protect Postman while enabling the business to move quickly. 
  • Manage a high-velocity deal pipeline across enterprise and mid-market segments, balancing speed with sound risk assessment
  • Refine contract templates and self-serve resources that allow the commercial team to scale without creating bottlenecks.

Partner Program Support

  • Own the legal workstream for Postman's partner programs and strategic alliances.
  • Draft and negotiate channel and reseller agreements, marketplace listing terms, distribution agreements, and co-marketing arrangements.
  • Work closely with the Postman Partner team to understand deal structures, commercial incentives, and go-to-market models, and translate those into clear, well-structured agreements.
  • Build and maintain the contracting frameworks and processes that allow the partner program to scale as the ecosystem grows, including providing training and enablement on partner contracting processes.

Cross-Functional Collaboration

  • Work across Postman's organization, partnering with Product, Engineering, Security, Privacy, and Finance teams to address the legal and commercial questions that arise in enterprise and partner transactions.
  • Provide practical, business-oriented counsel that helps internal stakeholders make informed decisions without slowing momentum.
  • Contribute to broader Legal team initiatives, including process improvements, legal tooling, and knowledge sharing.

About You

Required Qualifications

  • J.D. from an accredited U.S. law school and admitted to the bar in at least one U.S. jurisdiction.
  • 5-8 years of legal experience, with meaningful time spent on B2B enterprise and mid-market SaaS commercial transactions; ideally in-house experience at a technology company. (Candidates at the lower end of the experience range should bring concentrated partnership agreement experience and demonstrated ability to operate independently.)
  • Direct experience drafting and negotiating partner and channel agreements, with a solid understanding of the commercial dynamics of partnership programs, including reseller models, marketplace distribution, distributor arrangements, referral arrangements, and technology integrations.
  • Comfortable working with Sales and Partnerships teams, with the ability to translate business objectives into contract terms that work for both sides.
  • Clear communicator who works independently and exercises strong judgment on when to escalate and when to move forward.

Preferred Qualifications

  • Prior in-house experience at a high-growth SaaS or developer tools company.
  • Experience supporting cloud marketplace transactions or API-related technology partnerships.
  • Familiarity with data privacy frameworks as they apply to commercial and partner agreements.
  • Familiarity with AI-related commercial terms, including model-as-a-service licensing, usage-based pricing, and AI governance provisions.
  • Experience building or improving contract templates, playbooks, or legal operations processes.
  • Exposure to open-source licensing considerations or developer ecosystem business models.
  • Proficiency with AI tools applied to legal workflows (contract review, research, drafting, process design). 
  • Experience with CLM platforms (Ironclad or similar). 
  • Exposure to API and developer-platform concepts, with the ability to develop product fluency quickly.

What Success Looks Like

You will have established yourself as the go-to legal partner for Postman's fast-growing global Partner team, with full ownership of the partner agreement workstream. You will have built a strong working rhythm with Sales and Deal Operations for enterprise and mid-market commercial transactions. Your internal stakeholders will view you as someone who moves quickly, communicates clearly, and makes their jobs easier.

The reasonably estimated base salary for this role ranges from $190,000 to $230,000, 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.

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