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Postman · 22 hours ago

Head of Sales Operations

San Francisco, CA

Full-time

Hybrid

Director/Executive

$205K/yr - $240K/yr

7+ years exp

Postman is the world’s leading API platform, used by millions of developers and organizations globally. They are seeking a strategic and analytical Head of Sales Operations to lead the development and optimization of their global sales operating model, driving operational rigor and sustained revenue growth across various teams.

Developer APIsDeveloper ToolsEnterprise SoftwareSaaS

Responsibilities

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

Qualification

Sales OperationsRevenue OperationsGTM StrategyAnalytical SkillsQuota DesignCompensation StrategySales MetricsStakeholder ManagementProcess OptimizationExecutive PresenceModeling SkillsFunnel AnalysisProduct-Led GrowthGTM Systems FamiliarityCommunication SkillsTeam Leadership