Senior Manager, GTM Operations - San Francisco

Postmanaut using robotics to design A P I. Illustration.

Who Are We?

Postman is the world's leading collaboration platform for API development. Postman's features simplify each step of building an API & streamline collaboration to help create better APIs—faster. More than 25 million developers & 500,000 organizations worldwide use Postman today. After receiving Series D funding in 2021 & releasing our biggest & best version ever of Postman in September 2022, we continue to strive humbly towards our mission of 100 million connected developers & serving companies as they seek to innovate in an API-first world. 

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 are seeking a passionate and highly driven individual to join the Revenue Operations team at Postman. The Revenue Operations team is integral to the success of the Sales and Customer Success organizations by helping to drive revenue, renewals and the productivity of the sales and customer success teams. The Sr. Manager, GTM Operations role reports into the Head of Revenue Operations and will be responsible for partnering with our Head of Global Sales to provide operational rigor to support our Enterprise sales serve motion.

This is a hybrid position based in the San Francisco Bay Area. 

What You’ll Do

  • This role will serve as the primary operational lead to partner closely with our Head of Global Sales to drive execution while helping the business navigate through its key weekly, monthly and quarterly objectives and targets as part of the overall evaluation of the general health of the Sales, Renewals, SE and ADR teams
  • Lead operational programs to drive Forecast accuracy and visibility as well as productivity and efficiencies across our GTM organization
  • Own the operational cadence around the forecasting process via Clari
  • Partner with our Strategy & Ops Analytics team to distribute sales reports, dashboards, and intelligence to sales leadership and other cross functional departments
  • Design, implement, and manage sales forecasting, planning, and budgeting processes
  • Facilitate pipeline reviews and create standardized leading indicators and metrics that can be actioned upon to improve overall sales performance
  • Provide comprehensive analysis of territory alignment decisions; advise and drive sales quota setting process
  • Lead operational projects in support of the GTM organization by defining strategy, requirements and timelines, through design, delivery, management and support
  • Prepare calculations of sales commissions and other variable pay across the GTM organization, including managing the plan design process, system implementation and administration
  • Prepare, maintain and distribute plan documents for all incentive compensation plans in the GTM organization. The role will support current incentive compensation for teams across Sales, Sales Leadership, Solutions Engineering, Business Development and Renewals
  • Provide guidance, insight and recommendations to the leadership team focused on increased revenue growth while improving overall sales team performance and effectiveness
  • Qualified candidates will have experience building and scaling GTM Operations in a high growth environment
  • Hire, Manage and lead an inclusive, engaged, and high performing team

About You 

  • 8+ years of relevant sales operations experience in a fast-growing sales organization working with enterprise technology companies (SaaS experience preferred)
  • Proven skills in sales cadence, sales forecasting, funnel maintenance and reporting
  • Proven skills in go-to-market modeling, building territories and setting corresponding goals
  • Excellent analytical skills with experience overseeing and managing business metrics, productivity and outcomes
  • Ability to plan manage and deliver multiple concurrent and complex workstreams in a matrixed organization with aggressive timelines
  • Experience with account and territory planning
  • Ability to manage high volumes of work, prioritize multiple high importance responsibilities and be effective in fast-paced work environments

Our Values

At Postman, we create with the same curiosity that we see in our users. We value transparency & 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.

What Else?

This role is based in the San Francisco Bay Area, and the reasonably estimated salary for this role ranges from $180,000-$240,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. In addition to our pay-on-performance philosophy, we offer a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Salaries will vary outside of the listed metropolitan areas & the U.S.

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.

Postman will consider for employment qualified applicants with arrest and conviction records where directed under applicable law, such as pursuant to the San Francisco Fair Chance Ordinance.

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