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

Postman•San Francisco, CA

14d•Onsite

About The Position

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. 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. 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.

Requirements

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
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

Responsibilities

Lead the operational strategy supporting Postman’s global sales organization.
territory design and quota planning
pipeline management frameworks
forecasting processes and revenue visibility
sales productivity analysis
Design the operational infrastructure supporting Postman’s pipeline generation engine.
support SDR leadership with tooling and analytics
improve outbound effectiveness and pipeline creation
develop operational insight into SDR productivity and performance
Support the operational infrastructure powering Postman’s partner ecosystem.
partner pipeline attribution
deal registration workflows
partner lifecycle processes
partner performance analytics
Establish the operational discipline required for predictable revenue growth.
design pipeline health frameworks
drive forecasting accuracy across the organization
build reporting structures that provide visibility into pipeline generation and conversion
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.
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.