Channel Sales Manager, UK

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 to understand the bigger picture and our vision at Postman.

About the Team

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.

The Opportunity

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 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 perfor