Head of Field Operations (Sales, SDR, and Partner)

Описание вакансии

Who Are We?

Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.

The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman.

P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

The Mission

Build the operational foundation that enables Postman’s field organization to scale revenue. The Field Operations team powers the infrastructure behind Postman’s Sales, SDR, and Partner organizations—ensuring teams operate with clear pipeline visibility, strong forecasting discipline, and scalable operational processes. This role sits at the center of the revenue organization, translating GTM strategy into operational execution.

The Opportunity

As Postman continues to grow its enterprise and global sales motion, the complexity of our revenue organization is increasing.

We are looking for a Head of Field Operations to design and lead the operational systems that support:

• sales planning and territory strategy
• pipeline management and forecasting
• SDR productivity and pipeline creation
• partner ecosystem operations

This role will work closely with Sales leadership, Marketing Operations, Customer Success Operations, GTM Systems, and our GTM Strategy organization to ensure Postman’s field teams have the infrastructure required to grow revenue efficiently. The role reports directly to the Head of GTM Operations.

What You’ll Own

Sales Operations

Lead the operational strategy supporting Postman’s global sales organization.

Responsibilities include:

• territory design and quota planning
• pipeline management frameworks
• forecasting processes and revenue visibility
• sales productivity analysis

You will ensure the sales organization operates with clarity around pipeline coverage, forecasting discipline, and operational structure.

SDR / ADR Operations

Design the operational infrastructure supporting Postman’s pipeline generation engine.

You will:

• support SDR leadership with tooling and analytics
• improve outbound effectiveness and pipeline creation
• develop operational insight into SDR productivity and performance

Partner Operations

Support the operational infrastructure powering Postman’s partner ecosystem.

You will oversee the Partner Operations function responsible for:

• partner pipeline attribution
• deal registration workflows
• partner lifecycle processes
• partner performance analytics

You will partner closely with the Head of Worldwide Partnerships to scale Postman’s partner channel.

Pipeline Health & Forecasting

Establish the operational discipline required for predictable revenue growth.

You will:

• design pipeline health frameworks
• drive forecasting accuracy across the organization
• build reporting structures that provide visibility into pipeline generation and conversion

Revenue Systems & Infrastructure

Partner closely with the GTM Systems organization to ensure the revenue technology stack supports field productivity.

Your team will define operational requirements for sales tooling and workflows across CRM, forecasting platforms, and sales engagement tools.

Analytics & Strategic Insight

Field Operations plays a key role in connecting operational data to strategic decisions.

You will partner closely with Postman’s GTM Strategy and BI teams to generate the insight required to improve sales productivity and pipeline performance.

What Success Looks Like

Within 12–18 months:

• Sales leaders operate with clear visibility into pipeline health and forecast accuracy
• SDR programs generate predictable pipeline growth
• Partner ecosystem contributions are visible and measurable

Field teams operate with scalable processes that support rapid revenue growth

About You

We are looking for an operator who combines strategic revenue insight, operational rigor, and cross-functional leadership.

You are comfortable working at the intersection of sales strategy, operational systems, and revenue analytics, and you thrive in environments where you are responsible for building scalable infrastructure that supports high-growth GTM teams.

Ideal candidates will have:

• 12+ years of experience in Sales Operations, Revenue Operations, or Field Operations leadership roles in high-growth B2B SaaS companies
• A track record of designing operational frameworks that support enterprise and hybrid PLG go-to-market models
• Deep experience with sales planning and forecasting, including territory design, quota allocation, and pipeline management
• Experience supporting SDR/ADR organizations, including outbound infrastructure and pipeline creation analytics
• Experience building or scaling partner ecosystem operations, including partner pipeline attribution, deal registration processes, and partner lifecycle infrastructure
• 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
• Proven experience building and leading high-performing operational teams

Skills & Competencies

• Strong systems thinker who can connect operational infrastructure to revenue outcomes
• Excellent cross-functional collaborator with credibility across sales, marketing, 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 Else?

In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves.

At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom.

Our Values

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

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.