Head of GTM Systems & Engineering

Postman, Inc.; Cupertino (CA); On-site; USD 240,000 - 360,000; Full time

Benefits offered by this job

Full medical coverage

Flexible PTO

Wellness reimbursement

Monthly lunch stipend

Job summary

Postman, Inc. is seeking a hands-on Head of GTM Systems & Engineering to own the systems layer powering the company’s go-to-market organization. You will lead the GTM tech stack, with Salesforce at the core, across pre‑sale and post‑sale, driving data reliability and AI-enabled processes.

You’ll partner with GTM executives and lead a technical team to deliver fast, scalable solutions, balancing build vs. buy decisions and governance across the stack.

Qualifications

• 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) with practical depth.
• Experience delivering AI and automation tools in GTM or revenue contexts.

Responsibilities

• Own the GTM systems layer and Salesforce as the system of record for pre-sale and post-sale.
• Define the roadmap for GTM tech stack and manage ROI across the portfolio.

Skills

GTM systems

Salesforce expertise

AI integration

Team leadership

Tools

Sales Cloud

CRM integrations

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 Role

We’re looking for a hands-on Head of GTM Systems & Engineering to own the systems layer that powers Postman’s entire go-to-market organization. This is a leadership role at the intersection of business operations, systems architecture, and AI. You’ll be the internal product owner for our GTM tech stack, from Salesforce at its core to every platform that plugs into it, across both pre-sale and post-sale. Your first priority is a connected, reliable systems layer that supports our new GTM motion and the AI agents that depend on clean data. You’ll partner directly with GTM executives across Sales, Marketing, Customer Success, Professional Services, Revenue Operations, and Finance, and you’ll lead a technical team to deliver quickly. We want a leader who is close enough to the tools to build or fix things when needed, and strong enough to lead a team of technical specialists. You’ll step into a lean team in a fast-moving environment, evaluate what we have, and build the team and architecture Postman needs next.

What You’ll Own

Connected Systems Layer and Data Reliability

Build a connected systems layer that serves as the system of record, with a high degree of data reliability, integrity, and governance. Enable bidirectional data flow across GTM systems, so data is consistent, un-siloed, and dependable for reporting, automation, and AI agents. Evaluate the current GTM tool landscape and make build, buy, consolidate, or retire decisions.

GTM Systems Strategy & Roadmap

Define and execute the roadmap for Postman’s GTM tech stack across the full customer lifecycle, from pipeline to renewal and expansion, with an emphasis on speed and near‑term business impact. Translate business needs from Sales, CS, Professional Services, and GTM Ops into scalable system solutions. 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 and drive ROI accountability across the portfolio, including vendor relationships, contracts, and renewals. Collaborate closely with Marketing Ops on overall GTM platform strategy, without duplicating ownership.

AI & Agents for GTM

Drive the AI roadmap for the GTM organization in close collaboration with GTM leadership, Engineering, and the agent teams. 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 agents rely on: 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.

Pre‑Sale Systems

Own the design, configuration, governance, and continuous improvement of Salesforce as the system of record for the GTM org, including advanced capabilities. Manage integrations across the pre‑sale stack (e.g., Outreach/Salesloft, Clari, ZoomInfo, CPQ, Docusign, Ironclad) so 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 GTM model shifts, including hybrid license, platform, and consumption‑based models.

Post‑Sale Ecosystem

Deliver pre‑sale and post‑sale continuity at the system layer, with a unified view of the customer lifecycle in Salesforce and the broader GTM data model. Own integration across functional tools for 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).

Process & Workflow Automation

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 or Salesforce technical partners for more complex builds. Own documentation, change management, and communication for system changes affecting the GTM org.

Team Leadership

Lead and develop a team of technical systems professionals; set direction, grow talent, and build organizational capacity. Assess the current team, then hire and structure a global team as Postman’s GTM systems needs evolve. Foster a culture of rigor, ownership, and continuous improvement.

What We’re Looking For

Top Priorities

These carry the strongest weight in our evaluation: Experience handling evolving business motions, including shifts in how a company sells and packages its product. Experience with hybrid models (license, platform, and consumption‑based), especially on the CRM side. Advanced Salesforce expertise. Hands‑on technical ability, plus a track record of leading a strong technical team.

Essential Qualifications

• 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 expertise (Sales Cloud); Salesforce Admin certification or equivalent practical depth.
• Demonstrated ownership of a GTM tech stack end‑to‑end, 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 integration, API readiness, and AI initiatives.
• Experience managing and developing a team of admins, analysts, and developers, ideally globally distributed.
• Comfort with ambiguity and change: you prioritize well and keep moving as things evolve.
• Strong executive communication: you can translate technical complexity for a CRO and business requirements for an engineering team.

Bonus Qualifications

• Salesforce Architect certification (Application Architect, System Architect, or CTA).
• Experience with iPaaS / integration tools (Workato, MuleSoft, Boomi, or equivalent).
• Hands‑on experience building or deploying AI agents or automation.
• Prior experience at a developer‑focused or PLG SaaS company.
• Exposure to revenue recognition or finance systems (Zuora, Stripe Billing, NetSuite, or equivalent).
• Experience driving systems roadmaps for M&A integration.

Technical Familiarity

• CRM: 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

What Else?

• Full medical coverage
• Flexible PTO
• Wellness reimbursement
• Monthly lunch stipend
• Wellness programs to support physical and mental health
• Frequent and fascinating team‑building events to keep connected
• Donation‑matching program to support causes you care about
• Comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend

Work Environment and Location

At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in office model will be shared knowledge, brainstorming sessions, communication, and building trust in‑person that cannot be replicated via zoom.

Our Values

At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

Equal Opportunity

Equal Opportunity Postman is an Equal Employment Opportunity and Aff… Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.

Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third‑party agency or company that does not have a signed agreement with Postman.

Postman powers API development for 40 million+ developers and 500,000+ organizations worldwide. Join us and help define how the world connects.