Regional Channel Sales Leader

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