Commercial Counsel

Postman•San Francisco, CA

2d•$190,000 - $230,000•Onsite

About The Position

Postman's partner ecosystem is a critical growth lever for the business, connecting the platform to the tools, cloud providers, and technology companies that developers rely on every day. As Commercial Counsel, you will own the legal work that makes these partnerships possible, while also supporting the broader commercial contracting engine that serves Postman's enterprise and mid-market customers. Reporting to the Managing Counsel, Commercial, you will be a trusted advisor to Postman's Partner, Sales, Deal Operations, and Finance teams. You will draft, negotiate, and close the agreements that define how Postman collaborates with strategic partners, channel resellers, system integrators, and marketplace providers. You will also support the full range of commercial transactions, including enterprise subscription agreements and order forms. This role sits at the intersection of legal, product, and business strategy, and the right person will thrive in that position.

Requirements

J.D. from an accredited U.S. law school and admitted to the bar in at least one U.S. jurisdiction.
5-8 years of legal experience, with meaningful time spent on B2B enterprise and mid-market SaaS commercial transactions; ideally in-house experience at a technology company. (Candidates at the lower end of the experience range should bring concentrated partnership agreement experience and demonstrated ability to operate independently.)
Direct experience drafting and negotiating partner and channel agreements, with a solid understanding of the commercial dynamics of partnership programs, including reseller models, marketplace distribution, distributor arrangements, referral arrangements, and technology integrations.
Comfortable working with Sales and Partnerships teams, with the ability to translate business objectives into contract terms that work for both sides.
Clear communicator who works independently and exercises strong judgment on when to escalate and when to move forward.

Nice To Haves

Prior in-house experience at a high-growth SaaS or developer tools company.
Experience supporting cloud marketplace transactions or API-related technology partnerships.
Familiarity with data privacy frameworks as they apply to commercial and partner agreements.
Familiarity with AI-related commercial terms, including model-as-a-service licensing, usage-based pricing, and AI governance provisions.
Experience building or improving contract templates, playbooks, or legal operations processes.
Exposure to open-source licensing considerations or developer ecosystem business models.
Proficiency with AI tools applied to legal workflows (contract review, research, drafting, process design).
Experience with CLM platforms (Ironclad or similar).
Exposure to API and developer-platform concepts, with the ability to develop product fluency quickly.

Responsibilities

Serve as a primary legal resource for Postman's commercial transactions across the customer lifecycle.
Draft, review, and negotiate enterprise and mid-market subscription agreements, order forms, and related commercial documents on both Postman and counterparty paper.
Work directly with Sales, Deal Operations, and Finance to structure deals that protect Postman while enabling the business to move quickly.
Manage a high-velocity deal pipeline across enterprise and mid-market segments, balancing speed with sound risk assessment.
Refine contract templates and self-serve resources that allow the commercial team to scale without creating bottlenecks.
Own the legal workstream for Postman's partner programs and strategic alliances.
Draft and negotiate channel and reseller agreements, marketplace listing terms, distribution agreements, and co-marketing arrangements.
Work closely with the Postman Partner team to understand deal structures, commercial incentives, and go-to-market models, and translate those into clear, well-structured agreements.
Build and maintain the contracting frameworks and processes that allow the partner program to scale as the ecosystem grows, including providing training and enablement on partner contracting processes.
Work across Postman's organization, partnering with Product, Engineering, Security, Privacy, and Finance teams to address the legal and commercial questions that arise in enterprise and partner transactions.
Provide practical, business-oriented counsel that helps internal stakeholders make informed decisions without slowing momentum.
Contribute to broader Legal team initiatives, including process improvements, legal tooling, and knowledge sharing.