About the Team

The Channel Sales team at Postman is responsible for scaling our enterprise business through strategic partners, including systems integrators, resellers, and technology alliances. We work cross-functionally with Sales, Solutions Engineering, Marketing, and Customer Success to drive partner-led demand, accelerate enterprise adoption, and expand Postman's footprint within large organizations.
The Opportunity

As a Channel Sales Manager, you will play a critical role in accelerating Postman Enterprise adoption by developing and executing partner-led sales motions. This role is ideal for a seller who thrives in complex, multi-stakeholder environment
What You'll Do

• Own and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology partners) to drive Postman Enterprise sales revenue
• Build and scale a partner-sourced and partner-influenced pipeline by enabling partners to identify, qualify, and progress opportunities within accounts with large Postman user bases
• Drive partner-led opportunities through the full lifecycle, from joint prospecting and deal qualification to close, in close alignment with direct sales teams
• Develop and execute joint territory and account plans with partners to drive consistent, repeatable enterprise adoption
• Enable partners through onboarding, training, and ongoing coaching to ensure they can effectively source opportunities, position, sell, and deliver Postman Enterprise
• Deliver early partner wins while building toward larger, multi-team enterprise deployments and long-term services-led expansion
• Educate partners and customers on the value of Postman Enterprise throughout the evaluation, adoption, and expansion lifecycle
• Navigate and influence key decision makers within customer organizations by leveraging partner relationships to expand executive-level awareness and engagement
• Act as a trusted advisor and strong listener, identify partner and customer needs and collaborate with internal Postman teams to ensure successful outcomes
• Provide detailed weekly reporting on pipeline health, partner performance, forecasts, and territory progress
• Communicate, organize, and appropriately escalate partner and customer issues including billing, legal, security, onboarding, and technical inquiries
• Collaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership to build and execute strategic adoption and expansion plans in large accounts
• Provide recommendations based on customer business objectives, usage patterns, and partner capabilities to maximize revenue and long-term value

About You

• 8+ years of experience in channel sales, partner management, alliances, or partner-focused GTM roles within an enterprise SaaS organization
• Proven experience working with AWS, systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenue
• Strong understanding of partner-led sales motions, including co-selling, joint account planning, and opportunity orchestration with direct sales teams
• Experience supporting complex enterprise deals by enabling and influencing partners rather than owning the direct customer close
• Familiarity with developer platforms, APIs, or highly technical products strongly preferred
• Ability to build trusted relationships with partner sellers, practice leaders, and executives, as well as internal sales and SE teams
• Strong communication and collaboration skills, with the ability to influence without direct authority
• Comfortable managing multiple partners and opportunities simultaneously across different stages of the sales cycle
• Data-driven approach to pipeline management, forecasting, and partner performance tracking
• Track record of driving outcomes through enablement, joint execution, and consistent partner engagement
• Customer-centric mindset, with a focus on driving successful adoption and long-term value through partners

Postman hires company builders. You enjoy building partner relationships, creating repeatable motions, and helping scale a high-impact channel business as part of one of the best companies in the world.

The reasonably estimated OTE for this role is $300,000 to $375,000 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.