Head of Revenue Enablement

Who Are We?

Postman is the world’s leading API platform, used by more than 35 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 an office in Bangalore, where it 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 Opportunity

Postman is seeking a Head of Revenue Enablement to help support the growth of the revenue organization. We know that one of the keys to our growth relies on a high-performing customer-facing team, which is why we consider Enablement to be a strategic function within the Revenue org. The Head of Revenue Enablement will be responsible for accelerating the performance of our Revenue organization by upleveling all role competencies related to our buyers and customers, processes, sales methodology and our tech stack.

This role reports into the CRO and will partner heavily with peers from Revenue Operations, Marketing and Product Marketing. You will work with Sales and Customer Success Leadership to define core measurements and understand the efficacy of programs to optimize results over time. 

Key Responsibilities

• Manage and scale the global GTM enablement strategy and team of six enablement specialists to support Sales and Customer Success in driving a consistent narrative, methodology, and process while enabling regional and role-specific teams to operate with velocity and autonomy.

• Execute the vision, roadmap, and priorities for global enablement programs spanning all Sales and Customer Success functions, from onboarding through the entire employee journey.

• Manage a team of enablement program managers who specialize in role- or region-specific support, ensuring they tailor global enablement programs to the needs of their respective teams.

• Build a comprehensive scale plan to support regional and language expansion, while developing a world-class team of enablement professionals delivering top-tier GTM enablement programs, content, experiences, and technology focused on selling Postman’s differentiation and value.

• Ensure all customer-facing assets align with company and product messaging by collaborating with marketing and product teams, and mapping enablement components to the customer lifecycle to enhance productivity and customer engagement.

• Partner with Revenue Operations, Finance, Legal, and other cross-functional teams to translate internal processes into repeatable, scalable field processes.

• Partner with Revenue Operations to analyze the sales process, identify areas for improvement, and drive efficiency gains and higher conversion rates at each stage.

• Develop content and deliver training when needed alongside the enablement team.

• Facilitate effective communication between sales, marketing, and product teams to ensure alignment on key initiatives and goals.

• Foster a collaborative environment that encourages knowledge sharing and best practices.

Qualifications

• 10+ years of experience in enablement, including at least 3 years in a strategic leadership role setting the vision and direction for an enablement team in a high-growth, high-velocity B2B Enterprise technology company.

• Proven ability to support a diverse revenue organization by creating and implementing successful revenue process, methodology, and playbook initiatives at a global scale.

• Expertise in change management execution with demonstrated success in implementing impactful initiatives.

• Strong track record in defining and tracking key metrics to provide insights into all areas of revenue effectiveness.

• Experience with Salesforce and enablement tools such as Highspot, Gong, and ZoomInfo, as well as sales methodologies like MEDDPICC, Challenger, and Command of the Message.

• Effective leadership skills with the ability to guide and mentor team members while driving performance.

• Strong ability to influence teams, build enthusiasm for new initiatives, and drive adoption across the organization.

• Experience managing upward to influence executives and downward to align teams and drive execution.

• Willingness and ability to develop competency using Postman.

• Openness to experimenting with new approaches, testing hypotheses, and establishing KPIs to measure effectiveness.

You Are

• Driven and action-oriented: Proactive in identifying team needs and developing strategies and action plans to drive success.

• Excellent communicator: Able to distill complex concepts and processes into clear, digestible information in both written and verbal communication.

• Strategic thinker: Capable of formulating high-impact, scalable enablement programs with a clear focus on the end goal.

• Strong relationship builder: Skilled at collaborating across multiple functions within Postman to align efforts and drive results.

• Resourceful: Creative in problem-solving and able to navigate challenges that don’t have easy solutions.

• Experienced leader: Brings deep domain expertise and a proven track record in enablement, ready to make an impact from day one.

The reasonably estimated base salary for this role ranges from $225,000 to 275,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

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. If you have little ones in your family, the creche allowance can help in supporting your work-life balance. 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 embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Bangalore, Noida, Hyderabad, and New York, employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibility and collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our hybrid 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.