Regional Channel Sales Leader, North America

## **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](https://api-first-world.com/) to understand the bigger picture and our vision at Postman. ## **What You’ll Do** #### **Regional & Executive Leadership** - Own the overall Channel Sales strategy, operating model, and results for EMEA and APJ - Build, lead, and scale high-performing regional organizations, including hiring, developing, and retaining top talent - Establish clear regional priorities, coverage models, KPIs, and operating rhythms aligned to global objectives - Act as a senior leader and voice for EMEA and APJ within Postman, representing regional market dynamics and growth opportunities #### **Partner Ecosystem Strategy** - Define and execute the regional partner strategy, including systems integrators, resellers, distributors, and technology alliances - Build a scalable, services-capable partner ecosystem that can support large, complex enterprise deployments and long-term expansion - Ensure partners are enabled, certified, and accountable for sourcing, selling, and delivering Postman Enterprise **Revenue & Pipeline Ownership** - Own partner-sourced and partner-influenced pipeline and revenue targets across the region - Drive alignment between partner-led motions and direct sales strategies in collaboration with regional Sales leadership - Provide executive oversight and guidance on complex, multi-country, multi-stakeholder enterprise deals #### **Go-To-Market Execution** - Establish repeatable partner-led GTM motions that scale across diverse geographies and maturity levels - Drive early wins while building toward large, multi-team enterprise deployments and long-term services-led growth - Ensure consistent partner onboarding, enablement, and field execution across EMEA and APJ #### **Cross-Functional Collaboration** - Partner closely with Solutions Engineering, Customer Success, Partner Marketing, Product, and Legal to drive successful outcomes - Serve as the executive escalation point for strategic partner and customer issues, including commercial, legal, security, and delivery challenges - Influence global strategy by sharing regional insights, customer feedback, and partner learnings #### **Forecasting, Operations & Governance** - Own regional forecasting, pipeline health, and performance reporting with clear visibility for executive leadership - Inspect and improve operational rigor, partner performance, and deal quality across the region - Use data and customer insights to continuously refine strategy and execution #### **Executive & Market Engagement** - Build trusted executive relationships with global and regional partner leadership - Engage with senior customer stakeholders to expand executive sponsorship and long-term strategic adoption of Postman - Represent Postman externally at key regional partner and industry events ## **About You** - 10+ years of progressive experience in enterprise SaaS sales, partnerships, or go-to-market leadership, including senior regional or multi-country responsibility - Own the overall Americas Channel Sales strategy, operating model, and results across Enterprise West, Enterprise East, LATAM, and Federal/SLED. - Strong background in enterprise and strategic sales motions, with experienc…