Head of Field Operations (Sales, SDR, and Partner)

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 Mission Build the operational foundation that enables Postman’s field organization to scale revenue. The Field Operations team powers the infrastructure behind Postman’s Sales, SDR, and Partner organizations—ensuring teams operate with clear pipeline visibility, strong forecasting discipline, and scalable operational processes. This role sits at the center of the revenue organization, translating GTM strategy into operational execution. The Opportunity As Postman continues to grow its enterprise and global sales motion, the complexity of our revenue organization is increasing. We are looking for a Head of Field Operations to design and lead the operational systems that support: sales planning and territory strategy pipeline management and forecasting SDR productivity and pipeline creation partner ecosystem operations This role will work closely with Sales leadership, Marketing Operations, Customer Success Operations, GTM Systems, and our GTM Strategy organization to ensure Postman’s field teams have the infrastructure required to grow revenue efficiently. The role reports directly to the Head of GTM Operations. What You’ll Own Sales Operations Lead the operational strategy supporting Postman’s global sales organization. Responsibilities include: territory design and quota planning pipeline management frameworks forecasting processes and revenue visibility sales productivity analysis You will ensure the sales organization operates with clarity around pipeline coverage, forecasting discipline, and operational structure. SDR / ADR Operations Design the operational infrastructure supporting Postman’s pipeline generation engine. You will: support SDR leadership with tooling and analytics improve outbound effectiveness and pipeline creation develop operational insight into SDR productivity and performance Partner Operations Support the operational infrastructure powering Postman’s partner ecosystem. You will oversee the Partner Operations function responsible for: partner pipeline attribution deal registration workflows partner lifecycle processes partner performance analytics You will partner closely with the Head of Worldwide Partnerships to scale Postman’s partner channel. Pipeline Health Forecasting Establish the operational discipline required for predictable revenue growth. You will: design pipeline health frameworks drive forecasting accuracy across the organization build reporting structures that provide visibility into pipeline generation and conversion Revenue Systems Infrastructure Partner closely with the GTM Systems organization to ensure the revenue technology stack supports field productivity. Your team will define operational requirements for sales tooling and workflows across CRM, forecasting platforms, and sales engagement tools. Analytics Strategic Insight Field Operations plays a key role in connecting operational data to strategic decisions. You will partner closely with Postman’s GTM Strategy and BI teams to generate the insight required to improve sales productivity and pipeline performance. What Success Looks L ... (truncated, view full listing at source)