Senior Commercial Counsel

About this role

Who Are We? 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. 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.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman. The Opportunity Postman's international business is growing rapidly, driven by enterprise adoption, an expanding partner ecosystem, and deepening relationships with the world's largest technology organizations across EMEA, APAC, and emerging markets. As Sr Commercial Counsel, you will be Postman's first dedicated international commercial legal hire, owning the legal work that supports this growth while operating as an extension of the US-based Commercial Legal team. Reporting to the Managing Counsel, Commercial, you will serve as the primary legal partner for Postman's commercial and partnerships teams outside the Americas. Your manager is based in the US (New York City), and the role is designed for a high degree of autonomy during EMEA and APAC business hours, with regular touchpoints during overlapping hours to stay aligned on priorities, positions, and escalations. You will draft, negotiate, and close enterprise and mid-market SaaS agreements, partner and channel deals, and cross-border commercial transactions, with primary focus on EMEA and shared responsibility for APAC. You will also help shape how Postman's commercial legal function operates internationally, adapting US contracting standards, playbooks, and processes for global markets while maintaining consistency across the legal team. This is a high-visibility role for a commercial lawyer who wants to help build an international legal function, not just maintain one. What You'll Do Commercial Contracting and Partner Support • Serve as lead counsel for Postman's international commercial transactions outside the Americas, with primary focus on EMEA and shared coverage of APAC enterprise and mid-market deal flow. • Draft, review, and negotiate subscription agreements, order forms, and related deal documents with large global and mid-size enterprises on both Postman paper and counterparty paper. • Manage a high-velocity deal pipeline spanning multiple regions and time zones, partnering directly with Sales, Deal Operations, and Finance to close complex deals at the pace the business requires. • Apply and adapt Postman's established US contracting standards, templates, and playbooks to international transactions, ensuring global consistency while addressing local legal, regulatory, and commercial requirements. • Advise on deal structuring, pricing models, and commercial risk across EMEA and APAC jurisdictions. • Support the legal workstream for international partner, channel, and alliance agreements, including technology partnerships, reseller and distribution arrangements, marketplace terms, co-sell and referral terms, and co-marketing agreements. • Contribute to the scaling of Postman's global partner program by building frameworks, templates, and processes that work across jurisdictions. International and Cross-Border Legal Support • Navigate cross-border commercial issues that arise when a US-headquartered platform sells and partners internationally, including data transfer mechanisms, local regulatory considerations, and multi-entity deal structures. • Collaborate with the US Commercial Legal team to maintain alignment on contracting positions, escalation protocols, and legal operations processes. • Coordinate with external counsel in EMEA and APAC jurisdictions as needed for local law advice on specific transactions or regulatory questions. • Contribute to global Legal team initiatives, including template development, process improvements, and enablement. • Provide practical, commercially-minded guidance that enables internal stakeholders to move quickly and make informed decisions. • Act as a resource for business teams based outside of the Americas on day-to-day commercial legal questions, building trust as an accessible and responsive legal partner. About You Required Qualifications • Qualified solicitor or barrister in England and Wales (or equivalent UK legal qualification) in good standing. • Law degree (LLB, JD, or equivalent). • 7-10 years of legal experience, including substantial in-house experience at a technology company, with significant time spent on B2B enterprise and mid-market SaaS commercial transactions. • Direct experience drafting and negotiating partner, channel, and alliance agreements, with a working understanding of technology partnership program structures, including reseller models, marketplace distribution, referral arrangements, and OEM licensing. • Experience working on cross-border commercial transactions within a US-headquartered company's legal framework, including familiarity with US-style contracting conventions, escalation norms, and playbook-driven processes. • Ability to work independently across EMEA and APAC time zones while maintaining close alignment with a US-based legal team on contracting standards, positions, and priorities. • Ability to manage a high volume of concurrent transactions with speed and sound judgment, balancing risk with commercial momentum across multiple regions. • Strong commercial instinct and the ability to translate business objectives into contract language that protects Postman while enabling deals to close. • Clear, confident communicator who builds strong relationships with business stakeholders across time zones and functions. Preferred Qualifications • Familiarity with US commercial contracting conventions and legal frameworks (formal US bar admission a plus but not required) • Prior in-house experience at a high-growth SaaS, developer tools, or API-focused technology company. • Experience supporting cloud marketplace transactions or technology partnerships. • Familiarity with AI-related commercial terms, including model-as-a-service licensing, usage-based pricing, and AI governance provisions. • Familiarity with APAC and EMEA data protection requirements as they apply to commercial and partner agreements, including international data transfer mechanisms. • Experience building or localizing contract templates, playbooks, or legal operations processes for new regions. • Working knowledge of commercial legal requirements across multiple EMEA and APAC jurisdictions beyond the UK. • Proficiency with AI tools applied to legal workflows (contract review, research, drafting, process design). • Experience with CLM platforms (Ironclad or similar). • Comfort with API and developer-platform concepts, with the ability to develop product fluency quickly and advise on product-adjacent commercial issues. What Success Looks Like You will have established yourself as the trusted commercial legal partner for Postman's international GTM teams, with full ownership of EMEA enterprise and mid-market deal flow and established coverage of APAC commercial transactions. You will have developed a strong working cadence with the US Commercial Legal team, consistently applying Postman's global contracting standards while confidently handling jurisdiction-specific legal and regulatory considerations across both regions. You will have localized or adapted key commercial templates and playbooks for international use. Your Sales and Partner team stakeholders across EMEA and APAC will rely on you as someone who understands their deals, moves at their pace, and adds value beyond redlines. What Else? In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom. Our Values At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can. Equal opportunity Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.