What You'll DoRegional & Executive Leadership- Own the overall Channel Sales strategy, operating model, and results for EMEA and APJ
- Build, lead, and scale high-performing regional organizations, including hiring, developing, and retaining top talent
- Establish clear regional priorities, coverage models, KPIs, and operating rhythms aligned to global objectives
- Act as a senior leader and voice for EMEA and APJ within Postman, representing regional market dynamics and growth opportunities
Partner Ecosystem Strategy- Define and execute the regional partner strategy, including systems integrators, resellers, distributors, and technology alliances
- Build a scalable, services-capable partner ecosystem that can support large, complex enterprise deployments and long-term expansion
- Ensure partners are enabled, certified, and accountable for sourcing, selling, and delivering Postman Enterprise
Revenue & Pipeline Ownership- Own partner-sourced and partner-influenced pipeline and revenue targets across the region
- Drive alignment between partner-led motions and direct sales strategies in collaboration with regional Sales leadership
- Provide executive oversight and guidance on complex, multi-country, multi-stakeholder enterprise deals
Go-To-Market Execution- Establish repeatable partner-led GTM motions that scale across diverse geographies and maturity levels
- Drive early wins while building toward large, multi-team enterprise deployments and long-term services-led growth
- Ensure consistent partner onboarding, enablement, and field execution across EMEA and APJ
Cross-Functional Collaboration- Partner closely with Solutions Engineering, Customer Success, Partner Marketing, Product, and Legal to drive successful outcomes
- Serve as the executive escalation point for strategic partner and customer issues, including commercial, legal, security, and delivery challenges
- Influence global strategy by sharing regional insights, customer feedback, and partner learnings
Forecasting, Operations & Governance- Own regional forecasting, pipeline health, and performance reporting with clear visibility for executive leadership
- Inspect and improve operational rigor, partner performance, and deal quality across the region
- Use data and customer insights to continuously refine strategy and execution
Executive & Market Engagement- Build trusted executive relationships with global and regional partner leadership
- Engage with senior customer stakeholders to expand executive sponsorship and long-term strategic adoption of Postman
- Represent Postman externally at key regional partner and industry events
About You- 10+ years of progressive experience in enterprise SaaS sales, partnerships, or go-to-market leadership, including senior regional or multi-country responsibility
- Own the overall Americas Channel Sales strategy, operating model, and results across Enterprise West, Enterprise East, LATAM, and Federal/SLED.
- Strong background in enterprise and strategic sales motions, with experience influencing and closing complex, multi-stakeholder, multi-region deals
- Experience working with systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenue
- Familiarity with developer platforms, APIs, or highly technical products strongly preferred
- Demonstrated ability to design and operate scalable GTM and partner models across diverse markets and levels of maturity
- Track record of consistently delivering against regional pipeline and revenue targets
- Executive-level communication and presence, with experience presenting to and influencing C-level executives, partners, and internal leadership
- Strong negotiation skills and experience navigating complex commercial, legal, and procurement processes
- Ability to build trusted, long-term relationships with senior stakeholders across customers, partners, and internal teams
- Highly data-driven, with a strong command of forecasting, pipeline inspection, and operational rigor
- Comfortable operating in ambiguity and fast-growing environments, with a hands-on, builder mindset
- Postman hires company builders. You are energized by building teams, developing talent, and creating durable systems that scale. You are always on the lookout for exceptional people to help us build one of the best companies in the world.
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.
