Matthew Gray

Postman is the world’s leading API platform, used by more than 40 million developers and 500,000 organizations to design, build, test, and scale modern software. In this role, I lead global GTM partnerships across hyperscalers, channel parnters, GSIs, technology partners, distributors, and federal programs - expanding Postman’s ecosystem and accelerating enterprise adoption. My focus is on driving co-sell velocity, deep technical integrations, and ecosystem-led growth across cloud, data, and AI-driven use cases.

The Revenue Collective is a.private, invitation-only community of sales and marketing executives at growth-focused companies.

Seed-round SAFE investor in Boostup.ai.

Promoted to SVP based on a strong track record of global impact, I continue to lead Tealium’s Partnerships & Alliances organization, driving strategic growth and innovation across all major regions. As the industry’s trusted platform for customer data collection and real-time activation, Tealium is empowering enterprises to thrive in an AI-powered future—and partnerships are at the center of that strategy. Over the past five years, I’ve spearheaded Tealium’s global ecosystem strategy, forging deep relationships with hyperscalers, GSIs, agencies, and technology partners. These efforts have directly accelerated customer success, product innovation, and go-to-market execution.

Built and scaled Tealium’s partner ecosystem into a key growth engine for the business. Key Achievements: ▪️ Increased partner-driven revenue alignment from 40% to 90% in three years through a redesigned global ecosystem strategy. ▪️ Scaled the Tealium Partner Network to 2,500+ organizations and 50,000+ members worldwide, fueling net-new pipeline growth. ▪️ Expanded market coverage by launching partner-led GTM plays in emerging markets, driving regional ARR growth. ▪️ Improved partner retention and performance through new incentive structures tied to consumption and customer retention KPIs.

Led the Americas partner business (88% of global team attainment), driving indirect revenue growth and market expansion through strategic alliances, GSIs, and cloud providers. Key Achievements: ▪️Transformed the indirect sales business into a scalable growth engine, delivering sustained double-digit partner-sourced revenue growth. ▪️Built partner ecosystem and teams in region to support expansion through Latin America ▪️Expanded enterprise adoption through joint business planning and QBR execution with partners including Accenture, Deloitte, GDIT, and AWS MSPs. ▪️Accelerated public sector growth by securing key partnerships through FEDRAMP authorization.

Promoted to build the first team at New Relic to revenue through the indirect sales model.

Led sales teams supporting enterprise US West and Strategic APJ clients for New Relic.

Recruited by CEO and CTO to assist to build and implement go-to-market processes. Purchased by ServiceNow in 2017.

Recruited to run global ISV sales organization.

Managed worldwide direct sales organization.