Head of GTM Centralized Planning (SaaS)

Location: Must be based in San Francisco and able to work in-office 5 days per week

Salary: $225,000 – $280,000

Company

Postman is the world’s leading API platform used by over 45 million developers and 98% of the Fortune 500.

What you will do

• Own the single, connected planning model for GTM, integrating quota, capacity, headcount, and coverage planning.
• Refine, document, and socialize planning processes and data models with Finance, field leaders, and theater partners.
• Manage the reverse-waterfall pipeline and target setting from MQLs to bookings and revenue goals.
• Design and execute the end-to-end annual and in-year GTM planning calendar.
• Partner with regional sales ops business partners to ensure consistent planning assumptions across theaters.
• Lead, develop, and grow the Connected Planning team.

Requirements

• 8-12+ years in GTM/Sales Planning, Revenue Operations, or Sales Strategy within high-growth B2B SaaS.
• Proven experience formalizing a planning function and managing complex cross-functional planning cycles.
• Deep expertise in reverse-waterfall pipeline modeling and quota-capacity planning.
• Experience leading and managing a planning or RevOps team.
• Advanced proficiency in Excel/Sheets and Salesforce; familiarity with Clari, Xactly, or Tableau.
• Based in San Francisco and able to work in-office 5 days per week.

Culture & Benefits

• Comprehensive medical coverage and flexible PTO.
• Wellness reimbursement and monthly lunch stipend.
• Inclusive culture with a strong focus on in-person collaboration and knowledge sharing.
• Donation-matching program and frequent team-building events.