Regional Channel Sales Leader, North America

Postman•San Francisco, CA

1d•Onsite

About The Position

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.

Requirements

10+ years of progressive experience in enterprise SaaS sales, partnerships, or go-to-market leadership, including senior regional or multi-country responsibility.
Strong background in enterprise and strategic sales motions, with experience influencing and closing complex, multi-stakeholder, multi-region deals.
Experience working with systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenue.
Familiarity with developer platforms, APIs, or highly technical products strongly preferred.
Demonstrated ability to design and operate scalable GTM and partner models across diverse markets and levels of maturity.
Track record of consistently delivering against regional pipeline and revenue targets.
Executive-level communication and presence, with experience presenting to and influencing C-level executives, partners, and internal leadership.
Strong negotiation skills and experience navigating complex commercial, legal, and procurement processes.
Ability to build trusted, long-term relationships with senior stakeholders across customers, partners, and internal teams.
Highly data-driven, with a strong command of forecasting, pipeline inspection, and operational rigor.
Comfortable operating in ambiguity and fast-growing environments, with a hands-on, builder mindset.

Responsibilities

Own the overall Americas Channel Sales strategy, operating model, and results across Enterprise West, Enterprise East, LATAM, and Federal/SLED.
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 the Americas within Postman, representing regional market dynamics and growth opportunities.
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.
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.
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 the Americas.
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.
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.
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.
Build teams, develop talent, and create durable systems that scale.
Look for exceptional people to help build one of the best companies in the world.