Regional Channel Sales Leader
Own and scale Postman's channel sales strategy and partner ecosystem across EMEA and APJ, driving partner-sourced revenue and building high-performing regional teams. Requires 10+ years enterprise SaaS sales/partnerships leadership with multi-country responsibility.
About the job
Regional & Executive Leadership
- Own the overall Channel Sales strategy, operating model, and results for EMEA and APJ
- Build, lead, and scale high-performing regional organizations, including hiring, developing, and retaining top talent
- Establish clear regional priorities, coverage models, KPIs, and operating rhythms aligned to global objectives
- Act as a senior leader and voice for EMEA and APJ within Postman, representing regional market dynamics and growth opportunities
Partner Ecosystem Strategy
- Define and execute the regional partner strategy, including systems integrators, resellers, distributors, and technology alliances
- Build a scalable, services-capable partner ecosystem that can support large, complex enterprise deployments and long-term expansion
- Ensure partners are enabled, certified, and accountable for sourcing, selling, and delivering Postman Enterprise
Revenue & Pipeline Ownership
- Own partner-sourced and partner-influenced pipeline and revenue targets across the region
- Drive alignment between partner-led motions and direct sales strategies in collaboration with regional Sales leadership
- Provide executive oversight and guidance on complex, multi-country, multi-stakeholder enterprise deals
Go-To-Market Execution
- Establish repeatable partner-led GTM motions that scale across diverse geographies and maturity levels
- Drive early wins while building toward large, multi-team enterprise deployments and long-term services-led growth
- Ensure consistent partner onboarding, enablement, and field execution across EMEA and APJ
Cross-Functional Collaboration
- Partner closely with Solutions Engineering, Customer Success, Partner Marketing, Product, and Legal to drive successful outcomes
- Serve as the executive escalation point for strategic partner and customer issues, including commercial, legal, security, and delivery challenges
- Influence global strategy by sharing regional insights, customer feedback, and partner learnings
Forecasting, Operations & Governance
- Own regional forecasting, pipeline health, and performance reporting with clear visibility for executive leadership
- Inspect and improve operational rigor, partner performance, and deal quality across the region
- Use data and customer insights to continuously refine strategy and execution
Executive & Market Engagement
- Build trusted executive relationships with global and regional partner leadership
- Engage with senior customer stakeholders to expand executive sponsorship and long-term strategic adoption of Postman
- Represent Postman externally at key regional partner and industry events
Requirements
- 10+ years of progressive experience in enterprise SaaS sales, partnerships, or go-to-market leadership, including senior regional or multi-country responsibility
- Own the overall Americas Channel Sales strategy, operating model, and results across Enterprise West, Enterprise East, LATAM, and Federal/SLED
- Strong background in enterprise and strategic sales motions, with experience influencing and closing complex, multi-stakeholder, multi-region deals
- Experience working with systems integrators, resellers, and technology partners to drive partner-sourced and partner-influenced revenue
- Familiarity with developer platforms, APIs, or highly technical products strongly preferred
- Demonstrated ability to design and operate scalable GTM and partner models across diverse markets and levels of maturity
- Track record of consistently delivering against regional pipeline and revenue targets
- Executive-level communication and presence, with experience presenting to and influencing C-level executives, partners, and internal leadership
- Strong negotiation skills and experience navigating complex commercial, legal, and procurement processes
- Ability to build trusted, long-term relationships with senior stakeholders across customers, partners, and internal teams
- Highly data-driven, with a strong command of forecasting, pipeline inspection, and operational rigor
- Comfortable operating in ambiguity and fast-growing environments, with a hands-on, builder mindset
Skills
SaaS Sales, Channel Sales, Partnerships, Go-to-Market Strategy, Enterprise Sales, Pipeline Management, Forecasting, Systems Integrators, Resellers, Technology Alliances
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