Head of GTM Systems & Engineering

Postman•Cupertino, CA

2d•Onsite

About The Position

Postman is seeking a hands-on Head of GTM Systems & Engineering to own the systems layer supporting its go-to-market organization. The role combines business operations, systems architecture, and AI, and serves as the internal product owner for the GTM technology stack, centered on Salesforce and spanning pre-sale and post-sale systems. The position will build a connected, reliable systems layer that supports Postman's GTM motion and provides clean, governed data for reporting, automation, and AI agents. The role partners with executives across Sales, Marketing, Customer Success, Professional Services, Revenue Operations, and Finance, and leads a technical systems team. The leader will assess existing tools and team capacity, set the systems architecture and roadmap, and deliver solutions with speed and near-term business impact. Responsibilities span GTM systems strategy, AI and automation, Salesforce and integrations, post-sale ecosystem continuity, process improvement, budget and vendor accountability, and team development. Postman values in-person collaboration. Roles based in San Francisco Bay Area, Boston, Austin, New York City, Tokyo, and London are in office five days a week. Bangalore roles are currently in office three days a week and are expected to transition to five days a week by year-end. The company describes a flexible schedule and offers a comprehensive benefits package.

Requirements

10+ years in business systems, revenue operations technology, or GTM systems roles at high-growth B2B SaaS companies, ideally through one or more scale cycles.
Deep hands-on Salesforce Sales Cloud expertise and Salesforce Admin certification or equivalent practical depth.
Demonstrated end-to-end ownership of a GTM tech stack, from strategy through execution, across pre-sale and post-sale systems.
Track record of delivering systems and integrations quickly with measurable business impact.
Experience evaluating and deploying AI and automation tools in a GTM or revenue context.
Ability to partner with Engineering and data teams on integrations, API readiness, and AI initiatives.
Experience managing and developing a team of administrators, analysts, and developers, ideally globally distributed.
Comfort with ambiguity and change, including the ability to prioritize and keep work moving as circumstances evolve.
Strong executive communication skills, including translating technical complexity for a CRO and business requirements for an Engineering team.
Experience handling evolving business motions, including changes in how a company sells and packages its product.
Experience with hybrid license, platform, and consumption-based models, especially on the CRM side.
Advanced Salesforce expertise and hands-on technical ability, along with a track record of leading a strong technical team.

Nice To Haves

Salesforce Architect certification, such as Application Architect, System Architect, or CTA.
Experience with iPaaS or integration tools such as Workato, MuleSoft, or Boomi.
Hands-on experience building or deploying AI agents or automation.
Prior experience at a developer-focused or product-led growth SaaS company.
Exposure to revenue recognition or finance systems such as Zuora, Stripe Billing, or NetSuite.
Experience driving systems roadmaps for M&A integration.

Responsibilities

Build a connected GTM systems layer with reliable, governed data and bidirectional data flow across platforms.
Evaluate the GTM tool landscape and make decisions to build, buy, consolidate, or retire systems.
Define and execute the GTM technology roadmap across the customer lifecycle, from pipeline through renewal and expansion.
Translate business needs from Sales, Customer Success, Professional Services, and GTM Operations into scalable system solutions.
Advise GTM leadership, surface opportunities, manage tradeoffs, and align stakeholders on priorities.
Own the GTM tools budget, vendor relationships, contracts, renewals, and ROI accountability.
Collaborate with Marketing Operations on overall GTM platform strategy without duplicating ownership.
Drive the GTM AI roadmap with GTM leadership, Engineering, and agent teams; identify and scale high-impact AI and automation use cases.
Partner with IT, Data Engineering, and Analytics to establish the clean, unified, governed data foundation needed by AI agents.
Establish a framework for assessing, piloting, and scaling AI tools, including change management and adoption measurement.
Own Salesforce design, configuration, governance, and continuous improvement as the GTM system of record.
Manage integrations across pre-sale systems, including sales engagement, revenue intelligence, enrichment, CPQ, and contract tools.
Provide system-level support for territory changes, compensation rollouts, product launches, and changes in GTM models.
Deliver pre-sale and post-sale systems continuity and a unified view of the customer lifecycle.
Own integrations for post-sale tools, including professional services automation, customer service and ticketing, and Customer Success platforms.
Identify and eliminate manual, error-prone processes across lead-to-cash and post-sale workflows through automation, tooling, and process redesign.
Promote low-code/no-code operational improvements and engage Engineering or Salesforce technical partners for more complex work.
Own documentation, change management, and communications for GTM system changes.
Lead, develop, assess, and expand a team of technical systems professionals, including building and structuring a global team as needs evolve.
Foster a culture of rigor, ownership, and continuous improvement.