Tech Lead, Smart Trailer and Connected Equipment
Samsara
Senior Partner Development Manager
Postman
full-time
Posted on:
Location Type: Hybrid
Location: San Francisco • California • 🇺🇸 United States
Visit company websiteSalary
💰 $200,000 - $230,000 per year
Job Level
Senior
About the role
- Own and accelerate Postman’s ecosystem of technology and startup partners, focusing on the app ecosystem
- Research, gather, and consolidate customer insights (qualitative and quantitative) to inform partner strategy and roadmap
- Build and execute partner development strategy for the app ecosystem, prioritizing verticals and AI opportunities and managing partner pipeline
- Define, negotiate, and advocate for win/win/win and first-of-its-kind agreements with partners
- Build, prioritize and execute a startup partner strategy including working with VCs, accelerators, and startup programs
- Execute landscape analyses and build/buy/partner assessments with Finance and Executive teams to evaluate strategic opportunities
- Work cross-functionally across product, engineering, analytics, GTM, legal, PR, ecosystem, and operations to gain buy-in for launches, GTM and integrations
- Set, obtain buy-in for, and execute quarterly OKRs across the Partnerships function
- Establish frameworks, infrastructure, culture, feedback loops, and processes to scale the Partnerships team
- Clearly and concisely communicate strategy internally and externally
- Build, mentor, and contribute to creating a best-in-class partnerships team at Postman
Requirements
- 5+ years of relevant experience in Partnerships or Business Development in SaaS products, ideally with a developer-focused audience
- Understanding of APIs, AI, developer tools and workflows, collaboration, and ecosystem dynamics
- Self-starter who’s comfortable with change and ambiguity and retains a strong ability to prioritize and pivot when needed
- Ability to deeply understand a product integration, translate that into partner requirements and gain buy-in from partners to build
- Strong project management skills with the ability to manage multiple work streams simultaneously
- Experience building landscape analyses and developing expertise in specific domains
- Ability to drive and negotiate complex partnership deals and commercial agreements
- Excellent communication and influence skills with the ability to influence executives and technical teams alike
Benefits
- Pay-on-performance philosophy
- Flexible schedule
- Full medical coverage
- Flexible PTO
- Wellness reimbursement
- Monthly lunch stipend
- Wellness programs
- Frequent team-building events
- Donation-matching program
- Competitive equity package
ATS Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
APIsAISaaSproject managementpartner development strategylandscape analysescommercial agreementspartner requirementsintegrationdeveloper tools
Soft skills
communicationinfluencenegotiationprioritizationadaptabilityself-starterteam buildingmentorshipstrategic thinkingcross-functional collaboration
