Commercial Counsel

About this role

<div class="content-intro"><h2><strong>Who Are We?</strong></h2> <p>Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.</p> <p>The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman.</p> <p>P.S: We highly recommend reading <a href="https://api-first-world.com/">The "API-First World" graphic novel</a> to understand the bigger picture and our vision at Postman.</p></div><h2><strong>The Opportunity</strong></h2> <p>Postman's partner ecosystem is a critical growth lever for the business, connecting the platform to the tools, cloud providers, and technology companies that developers rely on every day. As Commercial Counsel, you will own the legal work that makes these partnerships possible, while also supporting the broader commercial contracting engine that serves Postman's enterprise and mid-market customers.</p> <p>Reporting to the Managing Counsel, Commercial, you will be a trusted advisor to Postman's Partner, Sales, Deal Operations, and Finance teams. You will draft, negotiate, and close the agreements that define how Postman collaborates with strategic partners, channel resellers, system integrators, and marketplace providers. You will also support the full range of commercial transactions, including enterprise subscription agreements and order forms. This role sits at the intersection of legal, product, and business strategy, and the right person will thrive in that position.</p> <h2><strong>What You'll Do</strong></h2> <h3><strong>Commercial Contracting</strong></h3> <ul> <li>Serve as a primary legal resource for Postman's commercial transactions across the customer lifecycle.</li> <li>Draft, review, and negotiate enterprise and mid-market subscription agreements, order forms, and related commercial documents on both Postman and counterparty paper.</li> <li>Work directly with Sales, Deal Operations, and Finance to structure deals that protect Postman while enabling the business to move quickly. </li> <li>Manage a high-velocity deal pipeline across enterprise and mid-market segments, balancing speed with sound risk assessment</li> <li>Refine contract templates and self-serve resources that allow the commercial team to scale without creating bottlenecks.</li> </ul> <h3><strong>Partner Program Support</strong></h3> <ul> <li>Own the legal workstream for Postman's partner programs and strategic alliances.</li> <li>Draft and negotiate channel and reseller agreements, marketplace listing terms, distribution agreements, and co-marketing arrangements.</li> <li>Work closely with the Postman Partner team to understand deal structures, commercial incentives, and go-to-market models, and translate those into clear, well-structured agreements.</li> <li>Build and maintain the contracting frameworks and processes that allow the partner program to scale as the ecosystem grows, including providing training and enablement on partner contracting processes.</li> </ul> <h3><strong>Cross-Functional Collaboration</strong></h3> <ul> <li>Work across Postman's organization, partnering with Product, Engineering, Security, Privacy, and Finance teams to address the legal and commercial questions that arise in enterprise and partner transactions.</li> <li>Provide practical, business-oriented counsel that helps internal stakeholders make informed decisions without slowing momentum.</li> <li>Contribute to broader Legal team initiatives, including process improvements, legal tooling, and knowledge sharing.</li> </ul> <h2><strong>About You</strong></h2> <h3><strong>Required Qualifications</strong></h3> <ul> <li>J.D. from an accredited U.S. law school and admitted to the bar in at least one U.S. jurisdiction.</li> <li>5-8 years of legal experience, with meaningful time spent on B2B enterprise and mid-market SaaS commercial transactions; ideally in-house experience at a technology company. (Candidates at the lower end of the experience range should bring concentrated partnership agreement experience and demonstrated ability to operate independently.)</li> <li>Direct experience drafting and negotiating partner and channel agreements, with a solid understanding of the commercial dynamics of partnership programs, including reseller models, marketplace distribution, distributor arrangements, referral arrangements, and technology integrations.</li> <li>Comfortable working with Sales and Partnerships teams, with the ability to translate business objectives into contract terms that work for both sides.</li> <li>Clear communicator who works independently and exercises strong judgment on when to escalate and when to move forward.</li> </ul> <h3><strong>Preferred Qualifications</strong></h3> <ul> <li>Prior in-house experience at a high-growth SaaS or developer tools company.</li> <li>Experience supporting…