Postman
Senior Partner Development Manager San Francisco, California, United States
Postman, Cupertino, California, United States, 95014
Who Are We?
Postman is the world’s leading API platform, used by more than 40 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 company is headquartered in San Francisco and has an office in Bangalore, where it 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. What You'll Do
Research, gather, and consolidate customer insights (both qualitative and quantitative) to inform our partner strategy, priorities, and requirements for the partner development roadmap Build and execute on Postman’s partner development strategy for our app ecosystem, including which verticals and AI opportunities we prioritize, our pipeline of prospective partners, and how we partner with them Define, negotiate, and advocate for win/win/win and first-of-its-kind agreements with our partners Build, prioritize and execute on a strategy for Postman’s future startup partner strategy, including who and how we work with VCs, accelerators, and other startup programs Execute on landscape analyses and build/buy/partner assessments with our Finance and Executive teams to evaluate strategic opportunities to accelerate Postman’s roadmap Work cross-functionally (i.e., product, engineering, analytics, GTM, legal, PR, ecosystem, operations, etc) across Postman to gain buy-in for launch, GTM and integration opportunities Set, obtain buy in for and execute on quarterly OKRs across the Partnerships function Establish frameworks, infrastructure, culture, feedback loops, and processes to help the Partnerships team scale the way we work Clearly and concisely communicate our strategy, internally and externally Build, mentor, and contribute to creating a best-in-class partnerships team at Postman About You
5+ years of relevant experience in Partnerships or Business Development in SaaS products, ideally with a developer-focused audience Understanding of APIs, AI
,
developer tools and workflows, collaboration, and ecosystem dynamics Self-starter who’s comfortable with change and ambiguity and retains a strong ability to prioritize and pivot when needed Ability to deeply understand a product integration, translate that into partner requirements and gain buy-in from partners to build Strong project management skills with the ability to manage multiple work streams simultaneously Experience building landscape analyses and developing expertise in specific domains Ability to drive and negotiate complex partnership deals and commercial agreements Excellent communication and influence skills with the ability to influence executives and technical teams alike The reasonably estimated base salary for this role ranges from $190,000 to $220,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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 good physical and mental health, and frequent team-building events keep you connected. We also offer a donation-matching program to support causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. Our Values
At Postman, we create with the same curiosity that 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 that everyone is valued equally as important pieces of our 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, national origin, age, marital status, protected veteran status, or disability status. Postman does not accept unsolicited headhunter resumes. Postman will not pay fees to third-party agencies without a signed agreement.
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Postman is the world’s leading API platform, used by more than 40 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 company is headquartered in San Francisco and has an office in Bangalore, where it 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. What You'll Do
Research, gather, and consolidate customer insights (both qualitative and quantitative) to inform our partner strategy, priorities, and requirements for the partner development roadmap Build and execute on Postman’s partner development strategy for our app ecosystem, including which verticals and AI opportunities we prioritize, our pipeline of prospective partners, and how we partner with them Define, negotiate, and advocate for win/win/win and first-of-its-kind agreements with our partners Build, prioritize and execute on a strategy for Postman’s future startup partner strategy, including who and how we work with VCs, accelerators, and other startup programs Execute on landscape analyses and build/buy/partner assessments with our Finance and Executive teams to evaluate strategic opportunities to accelerate Postman’s roadmap Work cross-functionally (i.e., product, engineering, analytics, GTM, legal, PR, ecosystem, operations, etc) across Postman to gain buy-in for launch, GTM and integration opportunities Set, obtain buy in for and execute on quarterly OKRs across the Partnerships function Establish frameworks, infrastructure, culture, feedback loops, and processes to help the Partnerships team scale the way we work Clearly and concisely communicate our strategy, internally and externally Build, mentor, and contribute to creating a best-in-class partnerships team at Postman About You
5+ years of relevant experience in Partnerships or Business Development in SaaS products, ideally with a developer-focused audience Understanding of APIs, AI
,
developer tools and workflows, collaboration, and ecosystem dynamics Self-starter who’s comfortable with change and ambiguity and retains a strong ability to prioritize and pivot when needed Ability to deeply understand a product integration, translate that into partner requirements and gain buy-in from partners to build Strong project management skills with the ability to manage multiple work streams simultaneously Experience building landscape analyses and developing expertise in specific domains Ability to drive and negotiate complex partnership deals and commercial agreements Excellent communication and influence skills with the ability to influence executives and technical teams alike The reasonably estimated base salary for this role ranges from $190,000 to $220,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. 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 good physical and mental health, and frequent team-building events keep you connected. We also offer a donation-matching program to support causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. Our Values
At Postman, we create with the same curiosity that 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 that everyone is valued equally as important pieces of our 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, national origin, age, marital status, protected veteran status, or disability status. Postman does not accept unsolicited headhunter resumes. Postman will not pay fees to third-party agencies without a signed agreement.
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