Regional Channel Sales Leader, North America (San Francisco)

Who Are We?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 is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.The company is headquartered in San Francisco and has 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. Learn more at postman.com or connect with Postman on X via @getpostman.P.S: We highly recommend reading The API-First World graphic novel to understand the bigger picture and our vision at Postman.What You’ll DoRegional & Executive LeadershipOwn the overall Americas Channel Sales strategy, operating model, and results across Enterprise West, Enterprise East, LATAM, and Federal/SLED.Build, lead, and scale the Americas channel team hiring, developing, and retaining 4-5 regional channel ICs plus evolving Americas-wide scope.Establish clear priorities, coverage models, KPIs, and operating rhythms aligned to global Postman objectives.Act as the senior leader and voice for Americas Channel within Postman.Partner Ecosystem StrategyDefine and execute the Americas partner strategy across SIs, resellers, distributors, and technology alliances.Build a scalable, services-capable partner ecosystem (WWT, SHI, CDW, Insight, SoftwareONE, Carahsoft, plus FSIs BAH, Deloitte Federal, Accenture Federal Services, Leidos, SAIC, CGI Federal, GDIT, CACI plus LATAM partners including Caylent, Mission Cloud, and regional SIs).Ensure partners are enabled, certified, and accountable for sourcing, selling, and delivering Postman Enterprise.Revenue & Pipeline OwnershipOwn partner-sourced and partner-influenced pipeline and revenue across Americas.Drive alignment between partner-led motions and direct sales in collaboration with regional Sales leadership.Provide executive oversight on complex multi-stakeholder enterprise deals.Go-To-Market ExecutionEstablish repeatable partner-led GTM motions that scale across NAMER, LATAM, and Federal/SLED.Drive AWS Worldwide Public Sector + Commercial co-sell at scale; oversee AWS Marketplace / CPPO / Marketplace for Government execution.Ensure consistent partner onboarding, enablement, and field execution across the region.Cross-Functional CollaborationPartner closely with Sales leadership, Solutions Engineering, Customer Success, Partner Marketing, Product, and Legal.Serve as executive escalation point for strategic partner and customer issues (commercial, legal, security, delivery).Influence global strategy by sharing Americas insights, customer feedback, and partner learnings.Forecasting, Operations & GovernanceOwn Americas channel forecasting, pipeline health, and performance reporting.Inspect and improve operational rigor, partner performance, and deal quality.Executive & Market EngagementBuild trusted executive relationships with senior partner leadership (Carahsoft, WWT, SHI, BAH, etc.) and AWS Americas leadership.Engage with senior customer stakeholders to expand executive sponsorship and long-term Postman adoption.Represent Postman externally at AWS re:Invent, AWS Summits, Carahsoft events, partner CxO summits, and industry events.About You10+ years of progressive experience in enterprise SaaS sales, partnerships, or GTM leadership with senior multi-region or multi-country responsibility, and a consistent track record of delivering against pipeline and revenue targets.Proven people leader who has hired, coached, and scaled channel sales teams of 5+ ICs across diverse geographies (e.g., NAMER East, West, LATAM, and Federal/SLED). Knows how to develop leaders, not just close deals.Deep AWS relationships at the leadership level across both Worldwide Public Sector and Commercial; has built joint go-to-market motions at scale and executed AWS Marketplace/CPPO private offers across regions. (Postman recently received preliminary AWS AI Competency approval.)Executive-level partner ecosystem relationships across WWT, SHI, CDW, Insight, SoftwareONE, Carahsoft, and Federal Systems Integrators (BAH, Deloitte Federal, Accenture Federal Services, Leidos, SAIC, CGI Federal, GDIT, CACI); has run joint pursuit motions and partner QBRs at the SVP/GM level.Builder/operator mindset with a track record of standing up scaled GTM motions and operating models from the ground up across complex, multi-country territories; LATAM and Federal/SLED experience strongly preferred. Comfortable with ambiguity and builds durable systems.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 $320,000 to $380,000 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.Our ValuesAt Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.Equal opportunityPostman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.