Director, Product Partnerships

With 45M users 600K companies and 98% of the Fortune 500 Postman is the worlds foremost API 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.

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 API collaboration cloud and AI you will work cross-functionally with product engineering analytics marketing field legal PR and operations teams to launch partnerships improve user experiences scale partner success and develop ways to streamline go-to-market activities with the worlds leading tools and companies ranging from the largest of enterprises to the scrappiest of startups.

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 GTM operations and revenue metrics.

• Research gather and consolidate customer insights (both qualitative and quantitative) to inform our partner strategy priorities market requirements use cases and roadmap
• Partner cross-functionally (i.e. product engineering analytics GTM legal PR ecosystem operations etc) across Postman and partners teams to execute on partner plans requirements key launches GTM campaigns growth and customer success
• Drive product and user growth and engagement via partnerships with leading SaaS tools and services (i.e. Microsoft GitHub AWS Atlassian Slack Google AI security developer tooling etc)
• Define key metrics and performance indicators to measure customer partner and Postman success
• Establish partnership frameworks programs infrastructure process culture and rituals to scale our partner motions
• Build close ties and meaningful relationships with key partners and senior executives
• Foster a vibrant partner community and implement feedback mechanisms to continuously improve partner satisfaction and scale success
• Aggregate feedback explore new strategic opportunities and inform our product roadmap
• Clearly and concisely communicate our strategy internally and externally

• 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
• Aptitude drive cultural fit and passion for developers collaboration platforms and partnerships
• Youre 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 its execution across teams
• Proven track record of successfully launching and scaling partnerships and partner programs that delivered meaningful business results
• Excellent communication and influence skills especially across product engineering and GTM to drive change at multiple levels and across companies
• Ideal combination of technical product and business expertise including deep understanding of developer tools and workflows collaboration and ecosystem dynamics
• Experience with customer discovery market analysis and competitive research
• Ability to drive and negotiate complex partnership deals and commercial agreements
• Fantastic organizational and analytical skills that have been used for requirements gathering resource organization schedule development and data-driven decision making
• Comfort with change and ambiguity with an adept ability to ruthlessly prioritize move fast and test-and-iterate quickly
• Comfort with 4 hours of overlap with Bangalore India (willingness to take early or late PST calls)
• Experience in product management engineering and / or AI is a plus

The reasonably estimated base salary for this role ranges from $320k to $380k plus a competitive equity package. Actual compensation is based on the candidates skills qualifications and experience.