Regional Channel Sales Manager, Enterprise East

About the Company

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 simplifies each step of the API lifecycle and streamlines collaboration—enabling users to create better APIs, faster. The company is headquartered in San Francisco with 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.

About the Team

The Channel Sales team at Postman is responsible for scaling the enterprise business through strategic partners, including systems integrators, resellers, and technology alliances. The team works 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.

About the Role

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 a complex, multi-stakeholder environment.

Responsibilities

• 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.

Requirements

• 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.

Pay

The reasonably estimated on-target earnings (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.

Benefits

• Full medical coverage.
• Flexible PTO.
• Wellness reimbursement.
• Monthly lunch stipend.
• Wellness programs to support physical and mental health.
• Frequent and engaging team-building events.
• Donation-matching program to support causes you care about.

Schedule

This role is based in-office 5 days a week for all roles located in Postman’s hubs in the 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.