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GTM Operations Manager

San Francisco, California, United States

Who Are We?

Postman is the world’s leading API platform, used by more than 40 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.

About the Team

The go-to-market operations team, as part of the broader revenue operations team, serves as a trusted advisor to our pre-sales and post sales teams. Working with our cross-functional stakeholders, we provide daily operational support and consult on strategic initiatives, providing insights and execution excellence, that support Postman in achieving its revenue targets.

The Opportunity

We are seeking a detail oriented individual that thrives in a fast-paced environment to join a hard working and fun team.  This role will provide daily operational support to our growing pre-sales team of account executives, solutions engineers, and account development representatives.  Additionally, you will work closely with cross-functional departments to support strategic projects that drive pipeline growth, and to define and build scalable processes for the long-term success of Postman.

What You’ll Do

  • Be the trusted advisor to our leaders across sales, solution engineering, account development and other cross-functional departments, advising on strategic initiatives
  • Partner with stakeholders across our go-to-market systems, strategic operations, strategic enablement, marketing, and finance departments to deliver against our GTM initiatives
  • Leverage reporting and analytics to identify areas for process optimization and opportunities to increase seller productivity
  • Work with our variable compensation team to design and implement compensation plans that align with business objectives
  • Work with regional sales leaders to track and monitor KPIs related to sales performance
  • Track and monitor pipeline health and pipeline coverage risks and work with sales leaders to mitigate those risks
  • Maintain and improve on existing processes related to pipeline generation, pipeline management, and forecasting

About You

  • Bachelor’s degree
  • 5-7 years revenue operations or equivalent operational experience
  • Experience working with sales, account development, customer experience, marketing and finance teams in the SaaS space
  • Existing systems knowledge of Salesforce and prior experience with GTM tool stack (Prospecting tools, data enrichment, compensation, database/reporting)
  • Deep subject matter expertise and business process knowledge across territory management, sales account coverage, sales crediting and compensation, pre-sales and post sales motions
  • Excellent written and verbal communication skills at multiple levels. You can build an exec ready storyboard/presentation and anticipate what questions will be asked
  • Self-starter that seeks solutions without being told. Delivers high quality, accurate work on time
  • Adaptable, open to change, and able to work in ambiguous situations and respond to new information or unexpected circumstances

The reasonably estimated base salary for this role ranges from $117,450.00 to $ 143,550, 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.

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