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Senior Sales Operations Manager, Enterprise

San Francisco, California, United States

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.

About the Team

Be the operational backbone that enables Postman’s North America Enterprise Sales team to scale revenue with precision and speed. This role sits at the center of the GTM organization—translating sales strategy into day-to-day operational execution through rigorous forecasting discipline, clear pipeline visibility, and scalable sales processes. You will serve as the dedicated Sales Operations business partner to the VP of North America Enterprise Sales, reporting directly to the Head of Field Operations.

The Opportunity

This is a builder role. As Postman scales its enterprise motion, the North America Enterprise segment is one of our highest-priority and fastest-growing businesses. We are looking for a Senior Manager, Field Operations to partner directly with our VP of North America Enterprise Sales and his leadership team to ensure the sales organization operates with clarity, efficiency, and the data it needs to win.

This role will be responsible for:

  • Sales forecasting and pipeline management for the NA Enterprise segment
  • Sales productivity analytics and performance reporting
  • Territory, quota, and headcount planning support
  • Sales process design and continuous improvement
  • Cross-functional alignment with GTM Systems, Enablement, Marketing and Finance on key programs and initiatives

This role works closely with the Head of Field Operations and the broader Field Ops team, which covers ADR, Partnerships, NA Corporate, and International Sales, to ensure consistent methodology and operational excellence across the entire GTM organization.

What You’ll Do

Sales Operations Business Partnership

Serve as the primary Sales Operations point of contact and strategic thought partner to the VP of North America Enterprise Sales.

Responsibilities Include:

  • Translate business goals into operational plans, ensuring the Enterprise Sales team has the structure, tools, and insights to execute.
  • Proactively surface risks and opportunities through regular cadences with sales leadership.
  • Prepare and present operational reviews, pipeline analyses, and forecast packages to the VP of NA Enterprise Sales.

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

Forecasting & Pipeline Management

Establish the operational discipline required for predictable revenue growth within the NA Enterprise segment.

  • Own the weekly forecast process end-to-end, partnering with reps and managers in Clari to produce accurate, actionable commit and best-case views.
  • Design pipeline health frameworks and monitor coverage, deal progression, and leading indicators; flag anomalies and recommend corrective actions.
  • Build reporting structures that provide visibility into pipeline generation, conversion, and attainment for the NA Enterprise segment.

Analytics & Reporting

Field Operations plays a key role in connecting operational data to strategic decisions for the Enterprise sales leadership team.

  • Build and maintain dashboards and reports in Salesforce, Google Sheets, and other systems that give leadership real-time visibility into attainment, pipeline velocity, ASP, win/loss, and rep productivity.
  • Conduct ad hoc analyses to answer strategic questions and support quota, territory, and headcount planning.
  • Partner with GTM Strategy and BI teams to generate the insight required to improve sales productivity and pipeline performance.
  • Develop quarterly business review (QBR) content in partnership with sales leadership.

Sales Process & Productivity

  • Identify bottlenecks in the Enterprise sales motion and drive process improvements that increase rep efficiency and reduce friction.
  • Partner with Enablement and Revenue Operations to roll out new tools, playbooks, and process changes.
  • Ensure Salesforce hygiene standards are adopted across the Enterprise team; work with GTM Systems on system enhancements and automation.
  • Define operational requirements for sales tooling and workflows across CRM, forecasting platforms, and sales engagement tools, in close partnership with the GTM Systems organization.

Territory, Quota & Planning

  • Support annual and mid-year planning cycles including territory design, quota setting, and headcount modeling for the NA Enterprise segment.
  • Collaborate with Finance and HR to align capacity plans with business targets.

Cross-Functional Collaboration

  • Partner with Field Ops counterparts supporting ADR, Partnerships, NA Corporate, and International Sales to ensure consistent methodology and data across the GTM organization.
  • Act as the voice of NA Enterprise Sales in cross-functional forums, advocating for prioritization of tools, resources, and process improvements.

What Success Looks Like

Within 12–18 months:

  • NA Enterprise sales leaders operate with clear visibility into pipeline health and forecast accuracy.
  • A repeatable, disciplined weekly forecast process is embedded across the NA Enterprise team.
  • Sales productivity metrics—attainment, pipeline velocity, rep ramp—are tracked, reported, and actively used to drive decisions.
  • Territory and quota frameworks are in place and updated on a predictable planning cadence.
  • The NA Enterprise team operates 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 credibility. You are comfortable working at the intersection of sales strategy, operational systems, and revenue analytics. You thrive in environments where you are responsible for building scalable infrastructure that supports a high-growth Enterprise Sales team.

Ideal Candidates Will Have:

  • 7+ years of experience in Sales Operations, Revenue Operations, or a related GTM function in high-growth B2B SaaS companies, with at least 2 years supporting an Enterprise Sales segment.
  • Proven experience as a dedicated business partner to Enterprise or Mid-Market Sales leadership—translating strategy into operational execution.
  • Deep experience with sales forecasting and pipeline management, including owning a weekly forecast process end-to-end.
  • Expert-level proficiency in Salesforce CRM—pipeline management, reporting, dashboards, and data governance.
  • Hands-on experience with Clari or an equivalent revenue forecasting platform.
  • Strong analytical skills and advanced proficiency in Excel and/or Google Sheets (pivot tables, complex formulas, modeling).
  • Experience supporting territory design, quota allocation, and headcount planning for an Enterprise sales segment.
  • 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.
  • Excellent communication and executive presence; comfortable presenting to and influencing VP-level sales leadership.
  • Must be based in San Francisco, CA and able to work in person 5 days per week.

Skills & Competencies

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

The reasonably estimated OTE for this role is $150,000 to $200,000 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. 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.

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