Head of GTM Centralized Planning

Socket.dev; San Francisco (CA); On-site; USD 225,000 - 280,000; Full time

Job summary

Postman is seeking a senior RevOps leader to centralize and own the GTM planning model in San Francisco. You will connect marketing demand to revenue through a unified framework, guiding quota, capacity, and territory design across regions with cross-functional stakeholders.

With 8+ years in GTM, Revenue Operations, or Sales Strategy, you will run the annual planning cycle, socialize methodologies, and coach a team to excellence while partnering with Finance, Marketing, and Sales leadership.

Qualifications

• 8+ years in GTM/Sales Planning, Revenue Operations, or Sales Strategy in high-growth B2B SaaS.
• Experience owning an annual GTM planning cycle.
• Proven ability to lead cross-functional planning programs.

Responsibilities

• Own the centralized planning model for GTM, including quota, capacity, and coverage planning.
• Iterate, document, and socialize planning methodologies with Finance and field leaders.
• Own the reverse waterfall from MQLs to revenue and create defensible targets.
• Lead bottoms-up quota-capacity modeling, headcount, and ramp assumptions.
• Translate planning into territory and coverage designs with field partners.
• Design and run the annual and in-year planning calendar as a program.

Skills

GTM Planning

Revenue Operations

Sales Strategy

People management

Excel modeling

Salesforce

Stakeholder management

Executive presence

Tools

Clari

Xactly

Tableau

Job description

Who Are We?

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.

The Opportunity

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. Your job is to 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. You 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. You'll set the planning strategy, build the operating model, run the planning calendar, and grow the function beneath it.

What You'll Do

• The Centralized Planning Model. Own the single, connected planning model for GTM. Bring quota planning, capacity planning, headcount planning, and coverage planning onto one shared set of assumptions instead of separate, disconnected plans.
• Iterate, Document & Socialize. Take the existing planning processes and data models, refine them, and make them explicit. Document the methodology and assumptions and socialize them with Finance, field leaders, and theater partners so there is alignment and buy-in before execution, not after.
• Reverse-Waterfall Pipeline & Target Setting. Own the reverse waterfall from MQLs and pipeline by source, through bookings and customer/logo targets, so that pipeline targets are derived from revenue goals. Use the same model to size the customer base and downstream capacity needs it implies, giving sales a clear, defensible line from demand to quota.
• Quota, Capacity & Headcount Planning. Own bottoms-up quota-capacity modeling, sales headcount and ramp assumptions, and the link between capacity and attainable targets.
• Territory & Coverage Design. Translate quota-capacity planning into territory and coverage plans in partnership with field leaders.
• The Annual & In-Year Planning Cycle. 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.
• Theater Partnership. 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.
• Cross-Functional Alignment & Swimlanes. 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.
• Team Leadership. Lead, develop, and grow the Connected Planning team, starting with the Sr. Revenue Intelligence Manager, and raise the planning bar across Field Ops.

About You

You are a builder, a leader, a diplomat, a planner, and above all an innovator. You are a creative ops leader who finds ways to save time, cut through complexity, and build the processes that get all of revops singing from the same sheet of music. You can architect a quota-capacity model yourself, take existing processes and make them rigorous and well documented, run a complex planning cycle as a program with many stakeholders, coach a team to deliver it, and align Finance, Marketing, and Sales leadership on one set of planning assumptions. You think in systems and full funnels, and you bring order to ambiguous, cross-team ownership.

• 8+ 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.

Skills & Competencies

• 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.

The reasonably estimated base salary for this role ranges from $225,000 to $280,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

What Else?

In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman