Head of Sales Operations

<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>We’re looking for a strategic and analytical <strong>Head of Sales Operations</strong> 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.</p> <p>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.</p> <h2><strong>Key Responsibilities</strong></h2> <ul> <li><strong>Sales Planning Forecasting:</strong> Build and lead scalable sales planning processes, including pipeline modeling, capacity planning, and performance forecasting to enable predictable growth.</li> <li><strong>Territory Account Design:</strong> Develop and optimize equitable, data-driven territory and account allocation models to maximize market coverage and opportunity.</li> <li><strong>Quota Compensation Strategy:</strong> Own the design, deployment, and governance of quota-setting methodologies and incentive compensation models that drive alignment with company goals and sales productivity.</li> <li><strong>Operational Excellence:</strong> Establish operational cadence, KPIs, and dashboards to monitor performance, improve forecasting accuracy, and guide decision-making across the GTM organization.</li> <li><strong>Cross-Functional Alignment:</strong> Partner with Finance, RevOps, and Customer Success to align on planning assumptions, headcount strategy, and resource allocation.</li> <li><strong>Team Leadership:</strong> Build, mentor, and lead a high-performing Sales Operations team focused on strategic enablement, analytical insights, and process optimization.</li> </ul> <h2><strong>Qualifications</strong></h2> <ul> <li>7+ years of experience in<strong> </strong>Sales Operations, Revenue Operations, or GTM Strategy roles at a SaaS company.</li> <li>Proven success leading sales planning, quota design, and compensation strategy in high-growth environments.</li> <li>Strong analytical, modeling, and strategic thinking skills with a deep understanding of sales metrics, funnel analysis, and productivity levers.</li> <li>Excellent communication, executive presence, and stakeholder management capabilities.</li> <li>Demonstrated ability to build scalable processes, tools, and systems that enable growth and operational excellence.</li> </ul> <h2><strong>Preferred Qualifications</strong></h2> <ul> <li>Experience in Infrastructure SaaS companies or environments with a strong Product-Led Growth (PLG) motion.</li> <li>Background spanning both strategic and operational aspects of Sales and GTM functions.</li> <li>Familiarity with modern GTM systems and data tools (e.g., Salesforce, Clari, Looker, Anaplan, or similar).</li> </ul> <p>The reasonably estimated OTE for this role is $205 ... (truncated, view full listing at source)