Head of GTM Systems & Engineering

ATOM; Cupertino (CA); Híbrido; USD 230.000 - 330.000; Jornada completa

Descripción de la vacante

Postman is seeking a hands-on Head of GTM Systems & Engineering to own the systems layer powering our go-to-market organization. You will act as the internal product owner for the GTM tech stack, partnering with Sales, Marketing, CS, and Finance to deliver a reliable data foundation and scalable solutions.

You will lead a technical team in a fast-paced environment, evaluating tools, guiding build-vs-buy decisions, and embedding AI across the revenue lifecycle to drive efficiency and impact.

Formación

• 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.
• Owned GTM tech stack end-to-end, from strategy through execution, across pre‑sale and post‑sale.
• Experience evaluating and deploying AI and automation tools in a GTM context.
• Strong executive communication and stakeholder management to CROs and engineering teams.

Responsabilidades

• Own connected systems layer as the system of record with high data reliability and governance.
• Define and execute the GTM tech stack roadmap across the customer lifecycle for speed and impact.
• Lead AI roadmap for the GTM org and identify high-impact AI/automation opportunities.
• Design, configure, governance, and continuous improvement of Salesforce as the system of record for GTM.
• Deliver end-to-end integration across pre-sale and post-sale tools and platforms.
• Lead and develop a global team of admins, analysts, and developers.

Conocimientos

Salesforce expertise

Leadership

GTM systems

Cross-functional collaboration

Educación

Salesforce Admin certification

Herramientas

Sales Cloud

Salesforce CPQ

Outreach

Salesloft

Clari

ZoomInfo

Descripción del empleo

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 trade‑offs, 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

• 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, Servic