Head of Sales Operations

Postman•San Francisco, CA

25d•$205,000 - $240,000•Hybrid

About The Position

We’re looking for a strategic and analytical Head of Sales Operations to lead the development, execution, and optimization of our global sales operating model. This role will be pivotal in driving operational rigor across sales planning, territory design, account allocation, quota setting, and incentive compensation—ensuring our GTM engine scales predictably and efficiently. You will partner closely with Sales, Finance, and Customer Success leadership to build the frameworks, processes, and insights that enable sustained revenue growth and drive the right sales behaviors.

Requirements

7+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy roles at a SaaS company.
Proven success leading sales planning, quota design, and compensation strategy in high-growth environments.
Strong analytical, modeling, and strategic thinking skills with a deep understanding of sales metrics, funnel analysis, and productivity levers.
Excellent communication, executive presence, and stakeholder management capabilities.
Demonstrated ability to build scalable processes, tools, and systems that enable growth and operational excellence.

Nice To Haves

Experience in Infrastructure SaaS companies or environments with a strong Product-Led Growth (PLG) motion.
Background spanning both strategic and operational aspects of Sales and GTM functions.
Familiarity with modern GTM systems and data tools (e.g., Salesforce, Clari, Looker, Anaplan, or similar).

Responsibilities

Sales Planning & Forecasting: Build and lead scalable sales planning processes, including pipeline modeling, capacity planning, and performance forecasting to enable predictable growth.
Territory & Account Design: Develop and optimize equitable, data-driven territory and account allocation models to maximize market coverage and opportunity.
Quota & Compensation Strategy: Own the design, deployment, and governance of quota-setting methodologies and incentive compensation models that drive alignment with company goals and sales productivity.
Operational Excellence: Establish operational cadence, KPIs, and dashboards to monitor performance, improve forecasting accuracy, and guide decision-making across the GTM organization.
Cross-Functional Alignment: Partner with Finance, RevOps, and Customer Success to align on planning assumptions, headcount strategy, and resource allocation.
Team Leadership: Build, mentor, and lead a high-performing Sales Operations team focused on strategic enablement, analytical insights, and process optimization.