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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. The company is headquartered in San Francisco with offices in Boston, New York, Austin, Tokyo, London, and Bangalore.
You will lead Postman's GTM technology strategy as Director of GTM Tools & Technology, owning the systems and tooling that power the entire go-to-market organization. This is a strategic leadership role at the intersection of business operations, systems architecture, and AI innovation.
Key responsibilities include:
**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. Translate business needs from Sales, Customer Success, Professional Services, and GTM Operations into scalable system solutions. Serve as the primary business systems partner and trusted advisor to GTM leadership. Own the GTM tools budget, drive ROI accountability across the portfolio, and manage vendor relationships and contracts. Collaborate with Marketing Operations on overall GTM platform strategy and AI roadmap.
**AI Roadmap for GTM**: Drive the AI roadmap for the GTM organization in close collaboration with GTM leadership, Engineering, and Operations. Identify high-impact opportunities to embed AI and automation across the revenue lifecycle, including 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 required for reliable AI outputs. Establish a repeatable framework for assessing, piloting, and scaling AI tools.
**Pre-Sale Systems**: Own the design, configuration, governance, and continuous improvement of Salesforce Sales Cloud as the system of record. Manage integrations across the pre-sale stack (Outreach/Salesloft, Clari, ZoomInfo, CPQ, Docusign, Ironclad, etc.). Lead system-level support for major GTM initiatives including territory changes, compensation plan rollouts, and go-to-market model shifts.
**Post-Sale Ecosystem**: Own the systems architecture for post-sale teams, including Professional Services Automation, customer service and ticketing, and Customer Success platforms. Ensure post-sale systems are well-integrated with Salesforce and the broader GTM data model. Partner with CS, Professional Services, and Support leadership to continuously improve workflows and automation.
**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 low-code and no-code solutions to accelerate time-to-value.
You will lead a team and partner directly with GTM executives across Sales, Marketing, Customer Success, Professional Services, Revenue Operations, and Finance. The role demands both strategic range and operational depth, with the ability to architect for where Postman is going while leading meaningfully on AI adoption.
