Regional Channel Sales Leader (SaaS)

TL;DR

Regional Channel Sales Leader (SaaS): Leading the channel sales strategy and partner ecosystem for North America with an accent on scaling high-performing regional organizations and driving partner-sourced revenue. Focus on executing repeatable GTM motions and closing complex, multi-stakeholder enterprise deals.

Location: Onsite in San Francisco, CA (in-office 5 days a week)

Company

Postman is the world’s leading API platform, used by over 45 million developers and 98% of the Fortune 500 to simplify the API lifecycle.

What you will do

• Define and execute the regional partner strategy, including systems integrators, resellers, and technology alliances.
• Lead and scale high-performing regional organizations, establishing KPIs and operating rhythms aligned to global objectives.
• Own partner-sourced and partner-influenced pipeline and revenue targets across the Americas.
• Develop repeatable partner-led GTM motions that scale across diverse geographies and maturity levels.
• Collaborate cross-functionally with Solutions Engineering, Product, and Legal to resolve strategic partner and customer issues.
• Build trusted executive relationships with global partner leadership and senior customer stakeholders.

Requirements

• 10+ years of experience in enterprise SaaS sales, partnerships, or GTM leadership.
• Proven track record of consistently delivering against regional pipeline and revenue targets.
• Experience managing systems integrators, resellers, and technology partners to drive revenue.
• Executive-level communication and ability to influence C-level executives.
• Strong command of forecasting, pipeline inspection, and operational rigor.
• Must be based in San Francisco and work from the office 5 days a week.

Nice to have

• Familiarity with developer platforms, APIs, or highly technical products.

Culture & Benefits

• Full medical coverage, flexible PTO, and wellness reimbursement.
• Monthly lunch stipend.
• Inclusive culture valuing transparency, honest communication, and curiosity.
• Frequent team-building events and a donation-matching program.