Regional Channel Sales Manager, Enterprise West (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.About the TeamThe 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 OpportunityAs 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 environmentWhat You’ll DoOwn and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology partners) to drive Postman Enterprise sales revenueBuild and scale a partner-sourced and partner-influenced pipeline by enabling partners to identify, qualify, and progress opportunities within accounts with large Postman user basesDrive partner-led opportunities through the full lifecycle, from joint prospecting and deal qualification to close, in close alignment with direct sales teamsDevelop and execute joint territory and account plans with partners to drive consistent, repeatable enterprise adoptionEnable partners through onboarding, training, and ongoing coaching to ensure they can effectively source opportunities, position, sell, and deliver Postman EnterpriseDeliver early partner wins while building toward larger, multi-team enterprise deployments and long-term services-led expansionEducate partners and customers on the value of Postman Enterprise throughout the evaluation, adoption, and expansion lifecycleNavigate and influence key decision makers within customer organizations by leveraging partner relationships to expand executive-level awareness and engagementAct as a trusted advisor and strong listener, identify partner and customer needs and collaborate with internal Postman teams to ensure successful outcomesProvide detailed weekly reporting on pipeline health, partner performance, forecasts, and territory progressCommunicate, organize, and appropriately escalate partner and customer issues including billing, legal, security, onboarding, and technical inquiriesCollaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership to build and execute strategic adoption and expansion plans in large accountsProvide recommendations based on customer business objectives, usage patterns, and partner capabilities to maximize revenue and long-term valueAbout You8+ years of experience in channel sales, partner management, alliances, or partner-focused GTM roles within an enterprise SaaS organizationProven experience working with AWS, systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenueStrong understanding of partner-led sales motions, including co-selling, joint account planning, and opportunity orchestration with direct sales teamsExperience supporting complex enterprise deals by enabling and influencing partners rather than owning the direct customer closeFamiliarity with developer platforms, APIs, or highly technical products strongly preferredAbility to build trusted relationships with partner sellers, practice leaders, and executives, as well as internal sales and SE teamsStrong communication and collaboration skills, with the ability to influence without direct authorityComfortable managing multiple partners and opportunities simultaneously across different stages of the sales cycleData-driven approach to pipeline management, forecasting, and partner performance trackingTrack record of driving outcomes through enablement, joint execution, and consistent partner engagementCustomer-centric mindset, with a focus on driving successful adoption and long-term value through partnersPostman 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 $325,000 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.