Head of Sales Operations, Postman
$205-240k
OTE
+ Equity
More information about location
3+ days a week in office
Collaboration platform for API development
Be an early applicant
Collaboration platform for API development
1001+ employees
Be an early applicant
$205-240k
OTE
+ Equity
More information about location
3+ days a week in office
1001+ employees
Company mission
To simplify each step of building an API and streamline collaboration to help create better APIs—faster.
Role
Who you are
- 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
Desirable
- 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)
What the job involves
- 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
- 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
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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