Head of GTM Centralized Planning

Postman•San Francisco, CA

3d•Onsite

About The Position

This is a net new leadership role created to centralize planning that today is spread across teams. Planning processes and data models already exist, but they are fragmented and undocumented. The Head of GTM Centralized Planning will bring them together into one centralized planning model, iterate on them, and document and socialize them with stakeholders before they are executed against, so the org plans off a shared, well-understood foundation rather than tribal knowledge. This role will own, and lead a team to run, the centralized planning model that connects marketing demand to revenue: the reverse waterfall from MQLs and pipeline by source, through to bookings, customer and logo targets, sales quota and headcount capacity, and territory design. The individual will set the planning strategy, build the operating model, run the planning calendar, and grow the function beneath it.

Requirements

8 to 12+ years in GTM/Sales Planning, Revenue Operations, or Sales Strategy in high-growth B2B SaaS, including ownership of an annual GTM planning cycle.
Experience standing up or formalizing a planning function, taking existing processes and data models and making them documented, repeatable, and adopted.
Exceptional project and program management skills, with a track record of running complex, cross-functional planning cycles to deadline.
People-management experience, having built and/or led a planning or rev ops team.
Deep expertise in reverse-waterfall and pipeline modeling, quota-capacity and headcount planning, and territory and coverage design.
Experience partnering with theater or regional sales ops business partners to drive consistent planning at scale.
Experience partnering with Finance/FP&A on target-setting.
Advanced Excel/Sheets modeling, strong Salesforce, and familiarity with Clari, Xactly, Tableau, or equivalents.
Executive presence and stakeholder management, able to define swimlanes and drive alignment in a matrixed org.
Based in San Francisco and able to work in-office 5 days per week.
Systems thinker who connects demand, bookings, quota, capacity, and coverage into one centralized plan.
Strong project and program manager who runs planning cycles to deadline across many stakeholders.
Rigorous modeler with a bias for clean, defensible, well-documented planning assumptions.
Trusted cross-functional leader who brings clarity to ambiguous ownership.
People leader who builds and grows high-performing planning teams.

Responsibilities

Own the single, connected planning model for GTM, bringing quota planning, capacity planning, headcount planning, and coverage planning onto one shared set of assumptions.
Take existing planning processes and data models, refine them, make them explicit, document the methodology and assumptions, and socialize them with Finance, field leaders, and theater partners.
Own the reverse waterfall from MQLs and pipeline by source, through bookings and customer/logo targets, ensuring pipeline targets are derived from revenue goals.
Use the same model to size the customer base and downstream capacity needs, giving sales a clear, defensible line from demand to quota.
Own bottoms-up quota-capacity modeling, sales headcount and ramp assumptions, and the link between capacity and attainable targets.
Translate quota-capacity planning into territory and coverage plans in partnership with field leaders.
Design and run Postman's GTM planning calendar end to end as a program, with clear milestones, owners, inputs, deadlines, and decision points on a predictable cadence.
Partner with the sales ops business partners in each theater so planning assumptions, inputs, and outputs are consistent across regions and the field's needs are represented in the central plan.
Operate a clear collaboration model with Strategy & Ops (Finance), FP&A, Marketing Ops, Revenue Intelligence, and field leaders, documenting who owns what to remove overlap and close gaps.
Lead, develop, and grow the Connected Planning team, starting with the Sr. Revenue Intelligence Manager, and raise the planning bar across Field Ops.