Head of GTM Centralized Planning, Postman
$225-280k
+ Equity
5 days a week in office
Collaboration platform for API development
Posted today
Collaboration platform for API development
1001+ employees
Posted today
$225-280k
+ Equity
5 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
- You are a builder, a leader, a diplomat, a planner, and above all an innovator
- You are a creative ops leader who finds ways to save time, cut through complexity, and build the processes that get all of revops singing from the same sheet of music
- You can architect a quota-capacity model yourself, take existing processes and make them rigorous and well documented, run a complex planning cycle as a program with many stakeholders, coach a team to deliver it, and align Finance, Marketing, and Sales leadership on one set of planning assumptions
- You think in systems and full funnels, and you bring order to ambiguous, cross-team ownership
- 8 to 12+ years in GTM/Sales Planning, Revenue Operations, or Sales Strategy in high-growth B2B SaaS, including ownership of an annual GTM planning cycle
- Experience standing up or formalizing a planning function, taking existing processes and data models and making them documented, repeatable, and adopted
- Exceptional project and program management skills, with a track record of running complex, cross-functional planning cycles to deadline
- People-management experience, having built and/or led a planning or rev ops team
- Deep expertise in reverse-waterfall and pipeline modeling, quota-capacity and headcount planning, and territory and coverage design
- Experience partnering with theater or regional sales ops business partners to drive consistent planning at scale
- Experience partnering with Finance/FP&A on target-setting
- Advanced Excel/Sheets modeling, strong Salesforce, and familiarity with Clari, Xactly, Tableau, or equivalents
- Executive presence and stakeholder management, able to define swimlanes and drive alignment in a matrixed org
- Based in San Francisco and able to work in-office 5 days per week
- Systems thinker who connects demand, bookings, quota, capacity, and coverage into one centralized plan
- Strong project and program manager who runs planning cycles to deadline across many stakeholders
- Rigorous modeler with a bias for clean, defensible, well-documented planning assumptions
- Trusted cross-functional leader who brings clarity to ambiguous ownership
- People leader who builds and grows high-performing planning teams
What the job involves
- This is a net new leadership role created to centralize planning that today is spread across teams
- Planning processes and data models already exist, but they are fragmented and undocumented
- Your job is to bring them together into one centralized planning model, iterate on them, and document and socialize them with stakeholders before they are executed against, so the org plans off a shared, well-understood foundation rather than tribal knowledge
- You will own, and lead a team to run, the centralized planning model that connects marketing demand to revenue: the reverse waterfall from MQLs and pipeline by source, through to bookings, customer and logo targets, sales quota and headcount capacity, and territory design
- You'll set the planning strategy, build the operating model, run the planning calendar, and grow the function beneath it
- The Centralized Planning Model. Own the single, connected planning model for GTM. Bring quota planning, capacity planning, headcount planning, and coverage planning onto one shared set of assumptions instead of separate, disconnected plans
- Iterate, Document & Socialize. Take the existing planning processes and data models, refine them, and make them explicit. Document the methodology and assumptions and socialize them with Finance, field leaders, and theater partners so there is alignment and buy-in before execution, not after
- Reverse-Waterfall Pipeline & Target Setting. Own the reverse waterfall from MQLs and pipeline by source, through bookings and customer/logo targets, so that pipeline targets are derived from revenue goals. Use the same model to size the customer base and downstream capacity needs it implies, giving sales a clear, defensible line from demand to quota
- Quota, Capacity & Headcount Planning. Own bottoms-up quota-capacity modeling, sales headcount and ramp assumptions, and the link between capacity and attainable targets
- Territory & Coverage Design. Translate quota-capacity planning into territory and coverage plans in partnership with field leaders
- The Annual & In-Year Planning Cycle. Design and run Postman's GTM planning calendar end to end as a program, with clear milestones, owners, inputs, deadlines, and decision points on a predictable cadence
- Theater Partnership. Partner with the sales ops business partners in each theater so planning assumptions, inputs, and outputs are consistent across regions and the field's needs are represented in the central plan
- Cross-Functional Alignment & Swimlanes. Operate a clear collaboration model with Strategy & Ops (Finance), FP&A, Marketing Ops, Revenue Intelligence, and field leaders, documenting who owns what to remove overlap and close gaps
- Team Leadership. Lead, develop, and grow the Connected Planning team, starting with the Sr. Revenue Intelligence Manager, and raise the planning bar across Field Ops
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 40M developers and 500,000 organizations 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, highlights 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
- 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.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 56 more jobs at Postman