The Opportunity

With 45M+ users, 600K+ companies, and 98% of the Fortune 500, Postman is the world's foremost API management and collaboration platform. Postman is seeking a strategic and results-driven partnerships leader who is passionate about APIs, partnerships, ecosystems, collaboration, and developer success.

Reporting to the Head of Channel Sales, you will be responsible for defining our partner strategy, seeding > scaling partner engagements, and driving joint success across customers, partners, and Postman. With a focus on API collaboration, cloud, and AI, you will work cross-functionally with product, engineering, analytics, marketing, field, legal, PR, and operations teams to launch partnerships, improve user experiences, scale partner success, and develop ways to streamline go-to-market activities with the world's leading tools and companies, ranging from the largest of enterprises to the scrappiest of startups.

You are eager to get your hands dirty, doing individual contributor work to drive execution excellence across teams, yet you can naturally up-level your strategic thinking. Your success will be measured by business impact, including partner adoption, active usage, satisfaction, GTM, operations, and revenue metrics.
What You'll Do

• Research, gather, and consolidate customer insights (both qualitative and quantitative) to inform our partner strategy, priorities, market requirements, use cases, and roadmap
• Partner cross-functionally (i.e., product, engineering, analytics, GTM, legal, PR, ecosystem, operations, etc) across Postman and partners teams to execute on partner plans, requirements, key launches, GTM, campaigns, growth, and customer success
• Drive product and user growth and engagement via partnerships with leading SaaS tools and services (i.e., Microsoft, GitHub, AWS, Atlassian, Slack, Google, AI, security, developer tooling, etc)
• Define key metrics and performance indicators to measure customer, partner, and Postman success
• Establish partnership frameworks, programs, infrastructure, process, culture, and rituals to scale our partner motions
• Build close ties and meaningful relationships with key partners and senior executives
• Foster a vibrant partner community and implement feedback mechanisms to continuously improve partner satisfaction and scale success
• Aggregate feedback, explore new strategic opportunities, and inform our product roadmap
• Clearly and concisely communicate our strategy, internally and externally

About You

• 8+ years of relevant work experience with product, partnership, or technical experience in software, collaboration, or platform-focused companies like Microsoft, GitHub, Slack, Atlassian, HubSpot, Monday, etc
• Aptitude, drive, cultural fit and passion for developers, collaboration, platforms, and partnerships
• You're not afraid to get your hands dirty doing individual contributor work while also thinking and working at a higher level to define strategy and driving it's execution across teams
• Proven track record of successfully launching and scaling partnerships and partner programs that delivered meaningful business results
• Excellent communication and influence skills, especially across product, engineering, and GTM to drive change at multiple levels and across companies
• Ideal combination of technical, product, and business expertise, including deep understanding of developer tools and workflows, collaboration, and ecosystem dynamics
• Experience with customer discovery, market analysis, and competitive research
• Ability to drive and negotiate complex partnership deals and commercial agreements
• Fantastic organizational and analytical skills that have been used for requirements gathering, resource organization, schedule development, and data-driven decision making
• Comfort with change and ambiguity, with an adept ability to ruthlessly prioritize, move fast, and test-and-iterate quickly
• Comfort with 4+ hours of overlap with Bangalore, India (willingness to take early or late PST calls)
• Experience in product management, engineering, and / or AI is a plus

The reasonably estimated base salary for this role ranges from $320k to $380k, 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.