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Postman is the world's leading API platform used by 45+ million developers and 500,000 organizations, including 98% of the Fortune 500. This is a newly created leadership role to centralize GTM planning that is currently fragmented across teams.
You will own and lead a team to build a unified planning model connecting marketing demand to revenue outcomes. This includes managing the reverse waterfall from MQLs and pipeline by source through bookings, customer targets, sales quota, headcount capacity, and territory design. Your responsibilities span:
• Building a single, connected planning model for GTM that consolidates quota planning, capacity planning, headcount planning, and coverage planning onto shared assumptions
• Taking existing planning processes and data models, refining them, documenting methodology and assumptions, and socializing them with Finance, field leaders, and theater partners for alignment before execution
• Owning the reverse-waterfall pipeline and target-setting process so pipeline targets derive from revenue goals and sales has a clear line from demand to quota
• Developing bottoms-up quota-capacity modeling, sales headcount and ramp assumptions, and linking capacity to attainable targets
• Translating quota-capacity planning into territory and coverage plans in partnership with field leaders
• Designing and running Postman's GTM planning calendar end-to-end as a program with clear milestones, owners, inputs, deadlines, and decision points
• Partnering with sales ops business partners in each theater to ensure consistency across regions
• Operating a clear collaboration model with Strategy & Ops, FP&A, Marketing Ops, Revenue Intelligence, and field leaders
• Leading, developing, and growing the Connected Planning team, starting with a Sr. Revenue Intelligence Manager
You are a builder and diplomat who excels at bringing order to complex, cross-team ownership. You can architect quota-capacity models, formalize existing processes into documented and repeatable systems, run complex planning cycles as programs with many stakeholders, and align Finance, Marketing, and Sales leadership on unified planning assumptions.
