Channel Sales Manager, UK

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 helps 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 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.

As 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 a complex, multi-stakeholder environment.

What You’ll Do

• Own and develop a defined territory by recruiting, enrolling, and activating strategic partners (SIs, resellers, and technology partners) to drive Postman Enterprise sales revenue.
• Build and scale a partner-sourced and partner-influenced pipeline by enabling partners to identify, qualify, and progress opportunities within accounts with large Postman user bases.
• Drive partner-led opportunities through the full lifecycle, from joint prospecting and deal qualification to close, in close alignment with direct sales teams.
• Develop and execute joint territory and account plans with partners to drive consistent, repeatable enterprise adoption.
• Enable partners through onboarding, training, and ongoing coaching to ensure they can effectively source opportunities, position, sell, and deliver Postman Enterprise.
• Deliver early partner wins while building toward larger, multi-team enterprise deployments and long-term services-led expansion.
• Educate partners and customers on the value of Postman Enterprise throughout the evaluation, adoption, and expansion lifecycle.
• Navigate and influence key decision makers within customer organizations by leveraging partner relationships to expand executive-level awareness and engagement.
• Act as a trusted advisor and strong listener, identify partner and customer needs and collaborate with internal Postman teams to ensure successful outcomes.
• Provide detailed weekly reporting on pipeline health, partner performance, forecasts, and territory progress.
• Communicate, organize, and appropriately escalate partner and customer issues including billing, legal, security, onboarding, and technical inquiries.
• Collaborate closely with Solutions Engineering, Customer Success Managers, Partner Marketing, and Leadership to build and execute strategic adoption and expansion plans in large accounts.
• Provide recommendations based on customer business objectives, usage patterns, and partner capabilities to maximize revenue and long-term value.

About You

• 8+ years of experience in channel sales, partner management, alliances, or partner-focused GTM roles within an enterprise SaaS organization.
• Proven experience working with AWS, systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenue.
• Strong understanding of partner-led sales motions, including co-selling, joint account planning, and opportunity orchestration with direct sales teams.
• Experience supporting complex enterprise deals by enabling and influencing partners rather than owning the direct customer close.
• Familiarity with developer platforms, APIs, or highly technical products strongly preferred.
• Ability to build trusted relationships with partner sellers, practice leaders, and executives, as well as internal sales and SE teams.
• Strong communication and collaboration skills, with the ability to influence without direct authority.
• Comfortable managing multiple partners and opportunities simultaneously across different stages of the sales cycle.
• Data-driven approach to pipeline management, forecasting, and partner performance tracking.
• Track record of driving outcomes through enablement, joint execution, and consistent partner engagement.
• Customer-centric mindset, with a focus on driving successful adoption and long-term value through partners.

Postman 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.

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. Our wellness programs help you stay in the best of your physical and mental health. Our team-building events 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 embrace a hybrid work model. For roles based out of the San Francisco Bay Area, Boston, Austin, Tokyo, Bangalore, Hyderabad, London, and New York, employees are expected to come into the office 3 days a week. The benefits of our hybrid office model include knowledge sharing, collaboration, and in-person relationship-building that cannot be replicated via Zoom.

Our Values

At Postman, we create with the same curiosity we see in our users. We value transparency and honest communication about successes and failures. We focus on specific goals that add up to a larger vision. Our inclusive work culture ensures everyone is valued as an important part of the final product. We are dedicated to delivering the best products we can.

Equal opportunity

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 identity or expression, national origin, age, marital status, protected veteran status, or disability status.