Head of Sales Operations

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 We’re looking for a strategic and analytical Head of Sales Operations to lead the development, execution, and optimization of our global sales operating model. This role will be pivotal in driving operational rigor across sales planning, territory design, account allocation, quota setting, and incentive compensation—ensuring our GTM engine scales predictably and efficiently.

You will partner closely with Sales, Finance, and Customer Success leadership to build the frameworks, processes, and insights that enable sustained revenue growth and drive the right sales behaviors.

Key Responsibilities

• Sales Planning & Forecasting: Build and lead scalable sales planning processes, including pipeline modeling, capacity planning, and performance forecasting to enable predictable growth.
• Territory & Account Design: Develop and optimize equitable, data-driven territory and account allocation models to maximize market coverage and opportunity.
• Quota & Compensation Strategy: Own the design, deployment, and governance of quota-setting methodologies and incentive compensation models that drive alignment with company goals and sales productivity.
• Operational Excellence: Establish operational cadence, KPIs, and dashboards to monitor performance, improve forecasting accuracy, and guide decision-making across the GTM organization.
• Cross-Functional Alignment: Partner with Finance, RevOps, and Customer Success to align on planning assumptions, headcount strategy, and resource allocation.
• Team Leadership: Build, mentor, and lead a high-performing Sales Operations team focused on strategic enablement, analytical insights, and process optimization.

Qualifications

• 7+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy roles at a SaaS company.
• Proven success leading sales planning, quota design, and compensation strategy in high-growth environments.
• Strong analytical, modeling, and strategic thinking skills with a deep understanding of sales metrics, funnel analysis, and productivity levers.
• Excellent communication, executive presence, and stakeholder management capabilities.
• Demonstrated ability to build scalable processes, tools, and systems that enable growth and operational excellence.

Preferred Qualifications

• Experience in Infrastructure SaaS companies or environments with a strong Product-Led Growth (PLG) motion.
• Background spanning both strategic and operational aspects of Sales and GTM functions.
• Familiarity with modern GTM systems and data tools (e.g., Salesforce, Clari, Looker, Anaplan, or similar).

The reasonably estimated OTE for this role is $205,000.00 to $240,000.00 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

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 embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Austin, Tokyo, Bangalore, Hyderabad, London, and New York, employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibility and collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our hybrid 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.