Role Overview
As Channel Sales Manager for the UK, you will lead the expansion of Postman Enterprise by developing and managing key partnerships across systems integrators, resellers, and technology providers. Your focus will be on empowering these partners to successfully identify, pursue, and close enterprise opportunities, while aligning closely with internal teams to ensure scalable adoption across large accounts.
Key Responsibilities
- Develop and manage a network of strategic partners within your assigned territory, driving recruitment, onboarding, and active engagement
- Build a sustainable pipeline of partner-led and partner-influenced deals by equipping partners to engage accounts with existing Postman usage
- Guide joint sales initiatives from initial prospecting through to deal closure, working hand-in-hand with direct sales and solutions engineering teams
- Create and execute shared territory and account strategies that support repeatable enterprise adoption
- Train and coach partners on positioning, selling, and delivering Postman Enterprise effectively
- Secure early wins that lead to broader, multi-team deployments and long-term expansion through services and renewals
- Communicate the value of Postman Enterprise throughout the customer journey—from initial evaluation to scaling usage
- Leverage partner relationships to access and influence decision-makers, increasing executive engagement
- Act as a trusted advisor by listening closely to partner and customer needs, then aligning internal resources to deliver results
- Maintain accurate reporting on pipeline, performance, and forecasts, and escalate issues related to billing, legal, security, or technical concerns as needed
- Collaborate with marketing, customer success, and leadership teams to design and implement adoption strategies in key accounts
- Recommend solutions based on customer goals, usage trends, and partner strengths to maximize revenue and long-term value
Required Qualifications
- 8+ years in channel sales, partner management, or go-to-market roles within enterprise SaaS
- Proven success working with AWS, systems integrators, resellers, and technology partners to generate revenue
- Deep understanding of co-selling, joint planning, and orchestrating opportunities with direct sales teams
- Experience enabling partners to lead complex enterprise deals without direct ownership of the customer relationship
- Ability to build credibility with partner sales teams, practice leads, and executives
- Strong communicator who can influence cross-functionally without formal authority
- Skilled at managing multiple partners and deals across various stages
- Comfortable using data to track pipeline health, forecast outcomes, and assess partner performance
- Track record of achieving results through enablement, collaboration, and consistent engagement
- Customer-focused mindset with an emphasis on successful adoption and lasting value
Preferred Qualifications
- Experience with developer tools, API platforms, or technical software products
Work Environment
This role is based in London and requires in-office presence five days per week. The environment values curiosity, transparency, and goal-driven execution. Team members are encouraged to contribute authentically within an inclusive culture focused on excellence.
Benefits
- Comprehensive medical coverage
- Flexible paid time off
- Wellness reimbursement and mental health support
- Monthly stipend for meals
- Team events designed to inspire connection and creativity
- Donation matching program
- Supportive culture that fosters personal and professional growth
Compensation
This position follows a pay-on-performance model. Specific compensation details are not disclosed publicly but will be discussed during the hiring process.
Equal Opportunity
We are committed to equal employment opportunity. All qualified applicants will be considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, veteran status, or disability.
