Senior Partner Development Manager

Senior Partner Development Manager

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 is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaborationenabling 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.

The Opportunity

We're looking to add a Senior Partner Manager to join our Product Partnerships team who will own and accelerate our ecosystem of technology and (future) startup partners. Postman recently launched its app ecosystem, and you will play an instrumental role in identifying, negotiating, and scaling these partnerships.

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. 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.

At Postman, we embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Bangalore, Hyderabad, and New York, employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibility and collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our hybrid office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom.

Our Values

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.

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 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.