Head of GTM Tools & Technology

Postman•San Francisco, CA

1d•Onsite

About The Position

Postman is seeking a Director, GTM Tools & Technology to lead the systems and tooling for its entire go-to-market organization. This strategic leadership role bridges business operations, systems architecture, and AI innovation. The individual will serve as the internal product owner for the GTM tech stack, encompassing everything from Salesforce to integrated platforms across pre-sale and post-sale functions. The core responsibility is to define the vision and drive the roadmap for leveraging technology and AI to enhance the speed, intelligence, and effectiveness of GTM teams. This role requires both strategic foresight and operational expertise, involving close collaboration with GTM executives and leading a team to achieve high standards. The focus is on architecting for future growth rather than merely maintaining existing systems, with a significant emphasis on leading AI adoption.

Requirements

10+ years in business systems, revenue operations technology, or GTM systems roles at high-growth B2B SaaS companies.
Deep hands-on Salesforce expertise (Sales Cloud); Salesforce Admin certification or equivalent practical depth required.
Demonstrated experience owning a GTM tech stack end-to-end — strategy through execution — across both pre-sale and post-sale systems.
Track record of building and delivering multi-year systems roadmaps with measurable business impact.
Experience evaluating and deploying AI and automation tools in a GTM or revenue context.
Proven ability to partner with Engineering as a co-stakeholder on systems and AI initiatives.
Experience managing and developing a team of admins, analysts, and developers.
Strong executive communication skills — you can translate technical complexity for a CRO and business requirements for an engineering team.
Salesforce Sales Cloud (SOQL, Flow, reports/dashboards)
CPQ: Salesforce CPQ, DealHub, or equivalent
Sales Engagement: Outreach, Salesloft, or equivalent
Revenue Intelligence: Clari, Gong, or equivalent
Data Enrichment: ZoomInfo, Clearbit, or equivalent
Post-Sale / PSA: Rocketlane, Certinia, or equivalent
Customer Success: Gainsight, Catalyst, or equivalent
Customer Service: Zendesk, Intercom, Service Cloud, or equivalent
BI / Analytics: Tableau, Looker, or equivalent
Marketing Automation (collaboration, not ownership): Marketo, HubSpot, or equivalent

Nice To Haves

Salesforce Architect certification (Application Architect, System Architect, or CTA).
Experience with iPaaS / integration tools (Workato, MuleSoft, Boomi, or equivalent).
Prior experience at a developer-focused or PLG (product-led growth) SaaS company.
Exposure to revenue recognition or finance systems (Zuora, Stripe Billing, NetSuite, or equivalent).
Experience driving systems roadmaps for M&A integration.

Responsibilities

Define and execute the roadmap for Postman's GTM tech stack across the full customer lifecycle — from pipeline to renewal and expansion.
Translate business needs from Sales, CS, Professional Services, and GTM Ops into scalable system solutions, balancing build vs. buy decisions with long-term architectural coherence.
Serve as the primary business systems partner and trusted advisor to GTM leadership — surfacing opportunities, managing tradeoffs, and aligning stakeholders on priorities.
Own the GTM tools budget; drive ROI accountability across the portfolio and manage vendor relationships, contracts, and renewals.
Collaborate closely with Marketing Ops on the overall GTM platform strategy and AI roadmap, ensuring alignment across the full funnel without duplicating ownership.
Drive the AI roadmap for the GTM organization in close collaboration with GTM leadership, Engineering, and Operations.
Identify the highest-impact opportunities to embed AI and automation across the revenue lifecycle: lead scoring, pipeline forecasting, conversation intelligence, rep productivity, automated enrichment, next-best-action, and customer health signals.
Partner with IT, Data Engineering, and Analytics to build the data foundation required for reliable AI outputs — clean, unified, and governed.
Establish a repeatable framework for assessing, piloting, and scaling AI tools within the GTM stack, including change management and adoption measurement.
Represent the GTM org's AI priorities in cross-functional conversations with executive leadership and Engineering.
Own the design, configuration, governance, and continuous improvement of Salesforce Sales Cloud as the system of record for the GTM org.
Manage integrations across the pre-sale stack (e.g., Outreach/Salesloft, Clari, ZoomInfo, CPQ, Docusign, Ironclad, etc.) ensuring data flows are reliable, clean, and auditable.
Lead system-level support for major GTM initiatives including territory changes, compensation plan rollouts, new product launches, and go-to-market model shifts.
Own the systems architecture for Postman's post-sale teams, including Professional Services Automation (Rocketlane, Certinia, or equivalent), customer service and ticketing (Zendesk, Intercom, Service Cloud, or equivalent), and Customer Success platforms (Gainsight, Catalyst, or equivalent).
Ensure post-sale systems are well-integrated with Salesforce and the broader GTM data model, enabling a unified view of the customer lifecycle.
Partner with CS, Professional Services, and Support leadership to continuously improve workflows, automation, and data quality across post-sale tools.
Identify and eliminate manual, error-prone processes across the lead-to-cash and post-sale lifecycle through automation, smarter tooling, and process redesign.
Champion a low-code/no-code approach to operational efficiency, while knowing when to engage Engineering for more complex builds.
Own documentation, change management, and communication for all system changes affecting the GTM org.
Lead and develop a team of systems professionals; set direction, grow talent, and build organizational capacity.
Foster a culture of rigor, ownership, and continuous improvement within the team.
Hire and structure the team as Postman's GTM systems needs evolve.