Director, Product Partnerships

About the role

<div class="content-intro"><h2><strong>Who Are We?</strong></h2> <p>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.</p> <p>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> <p>P.S: We highly recommend reading <a href="https://api-first-world.com/">The "API-First World" graphic novel</a> to understand the bigger picture and our vision at Postman.</p></div><div class="" data-block="true" data-editor="fa7su" data-offset-key="3jbeq-0-0">&nbsp;</div> <div> <div id="content" class="highlighter-context page view" data-inline-comments-target="true" data-testid="page-content-only"> <div class="_1bsb1osq _19pkidpf _2hwx1wug _otyridpf _18u01wug"> <div id="main-content" class="wiki-content css-ki3ac2 e5xcnr80" data-testid="pageContentRendererTestId" data-test-appearance="full-page"> <div class="renderer-overrides"> <div class="ak-renderer-wrapper is-full-page cc-2c6ch1"> <div class="cc-hpjjs5"> <div class="ak-renderer-document"> <h2 id="The-Opportunity" data-renderer-start-pos="803"><strong data-renderer-mark="true">The Opportunity</strong></h2> <p data-renderer-start-pos="3285">With 45M+ users, 600K+ companies, and 98% of the Fortune 500, Postman is the world’s foremost <span data-highlighted="true">API</span> management and collaboration platform. Postman is seeking a strategic and results-driven partnerships leader who is passionate about APIs, partnerships, ecosystems, collaboration, and developer success.</p> <p data-renderer-start-pos="3590">Reporting to the Head of Channel Sales, you will be responsible for defining our partner strategy, seeding > scaling partner engagements, and driving joint success across customers, partners, and Postman. With a focus on <span data-highlighted="true">API</span> collaboration, cloud, and <span data-highlighted="true">AI</span>, you will work cross-functionally with product, engineering, analytics, marketing, field, legal, <span data-highlighted="true"><span class="_11q7y4f7 _5pioz8co _189eyh40 _n3tdv77o _1il9nqa1 _19lc184f _d0altlke acronym-highlight" data-testid="acronym-highlight">PR</span></span>, and operations teams to launch partnerships, improve user experiences, scale partner success, and develop ways to streamline go-to-market activities with the world’s leading tools and companies, ranging from the largest of enterprises to the scrappiest of startups.</p> <p data-renderer-start-pos="4226">You are eager to get your hands dirty, doing individual contributor work to drive execution excellence across teams, yet you can naturally up-level your strategic thinking. Your success will be measured by business impact, including partner adoption, active usage, satisfaction, <span data-highlighted="true">GTM</span>, operations, and revenue metrics.</p> <h2><strong>What You'll Do</strong></h2> <ul> <li data-renderer-start-pos="4566">Research, gather, and consolidate customer insights (both qualitative and quantitative) to inform our partner strategy, priorities, market requirements, use cases, and roadmap</li> <li data-renderer-start-pos="4745">Partner cross-functionally (i.e., product, engineering, analytics, <span data-highlighted="true">GTM</span>, legal, <span data-highlighted="true">PR</span>, ecosystem, operations, etc) across Postman and partners teams to execute on partner plans, requirements, key launches, <span data-highlighted="true">GTM</span>, campaigns, growth, and customer success</li> <li data-renderer-start-pos="4995">Drive product and user growth and engagement via partnerships with leading SaaS tools and services (i.e., Microsoft, GitHub, <span data-highlighted="true">AWS</span>, Atlassian, Slack, Google, <span data-highlighted="true">AI</span>, security, developer tooling, etc)</li> <li data-renderer-start-pos="5192">Define key metrics and performance indicators to measure customer, partner, and Postman success</li> <li data-renderer-start-pos="5291">Establish partnership frameworks, programs, infrastructure, process, culture, and rituals to scale our partner motions</li> <li data-renderer-start-pos="5413">Build close ties and meaningful relationships with key partners and senior executives</li> <li data-renderer-start-pos="5502">Foster a vibrant partner community and implement feedback mechanisms to continuously improve partner satisfaction and scale success</li> <li data-renderer-start-pos="5637">Aggregate feedback, explore new strategic opportunities, and inform our product roadmap</li> <li data-renderer-start-pos="5728">Clearly and concisely communicate our strategy, internally and externally</li> </ul> <h2>About You</h2> <ul> <li data-renderer-start-pos="5823">8+ years of relevant work experience with product, partnership, or technical experience in software, collaboration, or platform-focused companies like Microsoft, GitHub, Slack, Atlassian, HubSpot, Monday, etc</li> <li data-renderer-start-pos="6035">Aptitude, drive, cultural fit and passion for developers, collaboration, platforms, and partnerships</li> <li data-renderer-start-pos="6139">You're not afraid to get your hands dirty doing individual contributor work while also thinking and working at a higher level to define strategy and driving it's execution across teams&nbsp;</li> <li data-renderer-start-pos="6328">Proven track record of successfully launching and scaling partnerships and partner programs that delivered meaningful business results</li> <li data-renderer-start-pos="6466">Excellent communication and influence skills, especially across product, engineering, and <span data-highlighted="true">GTM</span> to drive change at multiple levels and across companies</li> <li data-renderer-start-pos="6619">Ideal combination of technical, product, and business expertise, including deep understanding of developer tools and workflows, collaboration, and ecosystem dynamics</li> <li data-renderer-start-pos="6788">Experience with customer discovery, market analysis, and competitive research</li> <li data-renderer-start-pos="6869">Ability to drive and negotiate complex partnership deals and commercial agreements</li> <li data-renderer-start-pos="6955">Fantastic organizational and analytical skills that have been used for requirements gathering, resource organization, schedule development, and data-driven decision making</li> <li data-renderer-start-pos="7130">Comfort with change and ambiguity, with an adept ability to ruthlessly prioritize, move fast, and test-and-iterate quickly</li> <li data-renderer-start-pos="7256">Comfort with 4+ hours of overlap with Bangalore, India (willingness to take early or late <span data-highlighted="true"><span class="_11q7y4f7 _5pioz8co _189eyh40 _n3tdv77o _1il9nqa1 _19lc184f _d0altlke acronym-highlight" data-testid="acronym-highlight">PST</span></span> calls)</li> <li data-renderer-start-pos="7360">Experience in product management, engineering, and / or <span data-highlighted="true">AI</span> is a plus</li> </ul> <p>&nbsp;</p> <p>The reasonably estimated base salary for this role ranges from $320k to $380k, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.</p> </div> </div> </div> </div> </div> </div> </div> </div><div class="content-conclusion"><h2 data-renderer-start-pos="4036"><strong data-renderer-mark="true">What Else?</strong></h2> <p data-renderer-start-pos="4048">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.&nbsp;</p> <p data-renderer-start-pos="4048">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.</p> <h2 data-renderer-start-pos="3620"><strong data-renderer-mark="true">Our Values</strong></h2> <p data-renderer-start-pos="3633">At 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.</p> <h2><strong>Equal opportunity</strong></h2> <p data-renderer-start-pos="4048">Postman 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.</p></div>