Senior Sales Operations Manager, Postman
Enterprise
$150-200k
OTE
+ Equity
Excel
Google Sheets
Salesforce
Senior and Expert level
San Francisco Bay Area
5 days a week in office
Collaboration platform for API development
Be an early applicant
Collaboration platform for API development
1001+ employees
B2BEnterpriseSaaSAPICloud Computing
Be an early applicant
$150-200k
OTE
+ Equity
Excel
Google Sheets
Salesforce
Senior and Expert level
San Francisco Bay Area
5 days a week in office
1001+ employees
B2BEnterpriseSaaSAPICloud Computing
Company mission
To simplify each step of building an API and streamline collaboration to help create better APIs—faster.
Role
Who you are
- We are looking for an operator who combines strategic revenue insight, operational rigor, and cross-functional credibility
- You are comfortable working at the intersection of sales strategy, operational systems, and revenue analytics
- You thrive in environments where you are responsible for building scalable infrastructure that supports a high-growth Enterprise Sales team
- 7+ years of experience in Sales Operations, Revenue Operations, or a related GTM function in high-growth B2B SaaS companies, with at least 2 years supporting an Enterprise Sales segment
- Proven experience as a dedicated business partner to Enterprise or Mid-Market Sales leadership—translating strategy into operational execution
- Deep experience with sales forecasting and pipeline management, including owning a weekly forecast process end-to-end
- Expert-level proficiency in Salesforce CRM—pipeline management, reporting, dashboards, and data governance
- Hands-on experience with Clari or an equivalent revenue forecasting platform
- Strong analytical skills and advanced proficiency in Excel and/or Google Sheets (pivot tables, complex formulas, modeling)
- Experience supporting territory design, quota allocation, and headcount planning for an Enterprise sales segment
- Strong familiarity with modern sales technology stacks, including CRM platforms, forecasting tools, and sales engagement systems
- Experience partnering with Revenue Strategy, Finance, and Analytics teams to translate operational data into strategic insight
- Excellent communication and executive presence; comfortable presenting to and influencing VP-level sales leadership
- Must be based in San Francisco, CA and able to work in person 5 days per week
- Strong systems thinker who can connect operational infrastructure to revenue outcomes
- Excellent cross-functional collaborator with credibility across sales, finance, and executive leadership
- Analytical and data-driven, with the ability to turn pipeline and performance data into operational improvements
- Comfortable operating in ambiguity and building structure where it doesn’t yet exist
- High ownership mindset with the ability to lead initiatives that span multiple teams
What the job involves
- Be the operational backbone that enables Postman’s North America Enterprise Sales team to scale revenue with precision and speed
- This role sits at the center of the GTM organization—translating sales strategy into day-to-day operational execution through rigorous forecasting discipline, clear pipeline visibility, and scalable sales processes
- You will serve as the dedicated Sales Operations business partner to the VP of North America Enterprise Sales, reporting directly to the Head of Field Operations
- This is a builder role. As Postman scales its enterprise motion, the North America Enterprise segment is one of our highest-priority and fastest-growing businesses
- We are looking for a Senior Manager, Field Operations to partner directly with our VP of North America Enterprise Sales and his leadership team to ensure the sales organization operates with clarity, efficiency, and the data it needs to win
- This role will be responsible for:
- Sales forecasting and pipeline management for the NA Enterprise segment
- Sales productivity analytics and performance reporting
- Territory, quota, and headcount planning support
- Sales process design and continuous improvement
- Cross-functional alignment with GTM Systems, Enablement, Marketing and Finance on key programs and initiatives
- This role works closely with the Head of Field Operations and the broader Field Ops team, which covers ADR, Partnerships, NA Corporate, and International Sales, to ensure consistent methodology and operational excellence across the entire GTM organization
- Sales Operations Business Partnership:
- Serve as the primary Sales Operations point of contact and strategic thought partner to the VP of North America Enterprise Sales
- Translate business goals into operational plans, ensuring the Enterprise Sales team has the structure, tools, and insights to execute
- Proactively surface risks and opportunities through regular cadences with sales leadership
- Prepare and present operational reviews, pipeline analyses, and forecast packages to the VP of NA Enterprise Sales
- You will ensure the sales organization operates with clarity around pipeline coverage, forecasting discipline, and operational structure
- Forecasting & Pipeline Management:
- Establish the operational discipline required for predictable revenue growth within the NA Enterprise segment
- Own the weekly forecast process end-to-end, partnering with reps and managers in Clari to produce accurate, actionable commit and best-case views
- Design pipeline health frameworks and monitor coverage, deal progression, and leading indicators; flag anomalies and recommend corrective actions
- Build reporting structures that provide visibility into pipeline generation, conversion, and attainment for the NA Enterprise segment
- Analytics & Reporting:
- Field Operations plays a key role in connecting operational data to strategic decisions for the Enterprise sales leadership team
- Build and maintain dashboards and reports in Salesforce, Google Sheets, and other systems that give leadership real-time visibility into attainment, pipeline velocity, ASP, win/loss, and rep productivity
- Conduct ad hoc analyses to answer strategic questions and support quota, territory, and headcount planning
- Partner with GTM Strategy and BI teams to generate the insight required to improve sales productivity and pipeline performance
- Develop quarterly business review (QBR) content in partnership with sales leadership
- Sales Process & Productivity:
- Identify bottlenecks in the Enterprise sales motion and drive process improvements that increase rep efficiency and reduce friction
- Partner with Enablement and Revenue Operations to roll out new tools, playbooks, and process changes
- Ensure Salesforce hygiene standards are adopted across the Enterprise team; work with GTM Systems on system enhancements and automation
- Define operational requirements for sales tooling and workflows across CRM, forecasting platforms, and sales engagement tools, in close partnership with the GTM Systems organization
- Territory, Quota & Planning:
- Support annual and mid-year planning cycles including territory design, quota setting, and headcount modeling for the NA Enterprise segment
- Collaborate with Finance and HR to align capacity plans with business targets
- Cross-Functional Collaboration:
- Partner with Field Ops counterparts supporting ADR, Partnerships, NA Corporate, and International Sales to ensure consistent methodology and data across the GTM organization
- Act as the voice of NA Enterprise Sales in cross-functional forums, advocating for prioritization of tools, resources, and process improvements
- What Success Looks Like:
- Within 12–18 months:
- NA Enterprise sales leaders operate with clear visibility into pipeline health and forecast accuracy
- A repeatable, disciplined weekly forecast process is embedded across the NA Enterprise team
- Sales productivity metrics—attainment, pipeline velocity, rep ramp—are tracked, reported, and actively used to drive decisions
- Territory and quota frameworks are in place and updated on a predictable planning cadence
- The NA Enterprise team operates with scalable processes that support rapid revenue growth
Our take
Postman is a SaaS collaboration platform designed to streamline API development teams. APIs serve as the backbone for communication and data sharing across numerous applications, playing a pivotal role in today's device-centric landscape. The platform offers tools for testing, version control, and documentation, ensuring the efficient production of APIs.
Initially founded in Bangalore, Postman has since relocated its headquarters to San Francisco. With a prestigious clientele including X, Shopify, and Intuit, the platform boasts over 15M developers worldwide. Postman actively engages with the API developer community through various initiatives, such as hosting hackathons with enticing cash prizes.
The growing reliance on APIs to fuel digital transformation, compounded by the widespread shift to remote work and digitalization, underscores their critical importance. Moreover, the sensitive nature of APIs, given the data they transmit and the potential security risks, accentuates the need for robust development practices. Hence, Postman has thrived as companies seek to develop secure APIs efficiently to meet evolving demands.
Steph
Company Specialist at Welcome to the Jungle
Insights
51% employee growth in 12 months
Company
Company benefits
- Health care: Based on where you're located and the plans available there, you can have up to 100% of your and your family's premium costs covered by Postman, or receive a generous monthly allowance to supplement existing medical coverage
- Unlimited PTO: All full-time Postman employees have unlimited paid time off (PTO). We strongly encourage everyone to exercise this benefit to ensure that personal and work lives remain well-balanced, healthy, and fully charged. Your body, mind, spirit, and loved ones will appreciate it!
- Supporting healthy meals: We want to ensure you eat healthy each day. It's why we provide a taxable monthly stipend so that you can be nourished throughout the week
- Play well, be well: We're serious about your wellness. Whether it's a boxing club membership, hula classes, or a longboard, we're here to cheer you on to get out and get moving. We'll reimburse you for activities and items that bring you joy through our wellness and fitness program
- A room with a view: We want you set up for success! To help make your home office comfortable, we'll provide a one-time reimbursement for your office set-up and headphones. Internet and phone costs are also reimbursable on a monthly basis
- Career development: We support your career development by providing access to unlimited courses on Udemy and a book allowance. Enhance and uplevel your skills, and even learn something completely new!
Company HQ
Financial District, San Francisco, CA
Leadership
Abhinav Asthana
(Founder & CEO)They began their career as CTO of BITS360, which they co-founded in 2007, before co-founding Grayscale Design and TeliportMe. They used this entrepreneurial experience to co-found Postman in October 2014, aiming to simplify API development.
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