Director, Product Partnerships

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.

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.