Head of Channel Partners, Postman
3+ days a week in office
Collaboration platform for API development
Posted today
Collaboration platform for API development
1001+ employees
Posted today
3+ days a week in office
1001+ employees
Company mission
To simplify each step of building an API and streamline collaboration to help create better APIs—faster.
Role
Who you are
- Action-Oriented Leader: You don’t wait, you lead from the front, set a fast pace, and show what good execution looks like
- Inspirational Evangelist: You can communicate the vision and value of Postman with clarity and passion, earning trust with partners, customers, and internal teams alike
- Customer and Partner-Centric: You actively listen to the market, understand partner and customer needs, and turn insight into action
- Strategic Builder: You know how to build something scalable from the ground up, a program, a team, a motion, and evolve it as the company grows
- Strong Communicator: You are excellent at both written and verbal communication. You are persuasive, crisp, and clear
- Metrics-Driven Operator: You bring rigor and discipline to tracking performance, proving ROI, and making data-driven decisions
- Culture Carrier: You embody Postman’s mission and values, and act as a trusted representative of the company in every interaction
- 10+ years in partnerships, alliances, or indirect sales leadership at high-growth SaaS companies
- Proven success building and scaling channel programs and ecosystems globally
- Deep experience managing both solution partners and corporate resellers; marketplace experience (AWS preferred)
- Track record of delivering results through partner-sourced and partner-fulfilled revenue
- Experience building and leading global, distributed teams
- Strong business and financial acumen; comfortable working with sales metrics and partner economics
- Familiarity with the developer tools or API ecosystem is a plus, but not required
What the job involves
- Postman is seeking an experienced and hands-on Head of Channel Partners and Alliances to lead our global partner strategy and scale our channel ecosystem
- Reporting to the CRO, this leader will own the vision, execution, and performance of Postman’s channel motion, driving sourced and fulfilled revenue through solution partners, corporate resellers, and strategic alliances like AWS
- You will manage a high-performing global team and collaborate deeply with Sales, Marketing, and Professional Services to extend Postman’s reach, accelerate deals, and amplify our presence in markets worldwide
- Scale the Program: Optimize a world-class partner program with clear tracks for Solution Partners and Corporate Resellers
- Drive Revenue: Deliver on FY26 channel goals, including AWS Marketplace, by building strong, revenue-producing partner relationships
- Lead from the Front: Personally engage with top partners, evangelize Postman’s vision, and set the tone for what great looks like through direct involvement and execution
- Team Leadership: Build and mentor a high-caliber global team of partner managers; instill urgency, accountability, and a bias to action
- Partner Enablement: Develop onboarding, certification, and enablement programs that help partners succeed at selling and implementing Postman solutions
- Cross-Functional Collaboration: Align closely with Sales, Marketing, Solutions Engineering, and Professional Services to create a seamless partner-inclusive GTM motion
- Strategic Alliances: Own and expand our AWS relationship, marketplace strategy, and co-selling motions with cloud and technology partners
- Measure and Optimize: Define KPIs, dashboards, and reporting to clearly track partner ROI, performance, and impact across sourced and fulfilled revenue
- Champion the Ecosystem: Represent Postman externally with partners and at events; serve as a strong advocate for our partners and customers inside Postman
Our take
Postman is a SaaS collaboration platform designed to streamline API development teams. APIs serve as the backbone for communication and data sharing across numerous applications, playing a pivotal role in today's device-centric landscape. The platform offers tools for testing, version control, and documentation, ensuring the efficient production of APIs.
Initially founded in Bangalore, Postman has since relocated its headquarters to San Francisco. With a prestigious clientele including X, Shopify, and Intuit, the platform boasts over 15M developers worldwide. Postman actively engages with the API developer community through various initiatives, such as hosting hackathons with enticing cash prizes.
The growing reliance on APIs to fuel digital transformation, compounded by the widespread shift to remote work and digitalization, underscores their critical importance. Moreover, the sensitive nature of APIs, given the data they transmit and the potential security risks, accentuates the need for robust development practices. Hence, Postman has thrived as companies seek to develop secure APIs efficiently to meet evolving demands.
Steph
Company Specialist at Welcome to the Jungle
Insights
51% employee growth in 12 months
Company
Company benefits
- Health care: Based on where you're located and the plans available there, you can have up to 100% of your and your family's premium costs covered by Postman, or receive a generous monthly allowance to supplement existing medical coverage
- Unlimited PTO: All full-time Postman employees have unlimited paid time off (PTO). We strongly encourage everyone to exercise this benefit to ensure that personal and work lives remain well-balanced, healthy, and fully charged. Your body, mind, spirit, and loved ones will appreciate it!
- Supporting healthy meals: We want to ensure you eat healthy each day. It's why we provide a taxable monthly stipend so that you can be nourished throughout the week
- Play well, be well: We're serious about your wellness. Whether it's a boxing club membership, hula classes, or a longboard, we're here to cheer you on to get out and get moving. We'll reimburse you for activities and items that bring you joy through our wellness and fitness program
- A room with a view: We want you set up for success! To help make your home office comfortable, we'll provide a one-time reimbursement for your office set-up and headphones. Internet and phone costs are also reimbursable on a monthly basis
- Career development: We support your career development by providing access to unlimited courses on Udemy and a book allowance. Enhance and uplevel your skills, and even learn something completely new!
Company HQ
Financial District, San Francisco, CA
Leadership
Abhinav Asthana
(CEO)They began their career as CTO of BITS360, which they co-founded in 2007, before co-founding Grayscale Design and TeliportMe. They used this entrepreneurial experience to co-found Postman in October 2014, aiming to simplify API development.
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