Head of Field Operations (Sales, SDR, and Partner)

Build the operational foundation that enables Postman’s field organization to scale revenue. The Field Operations team powers the infrastructure behind Postman’s Sales, SDR, and Partner organizations—ensuring teams operate with clear pipeline visibility, strong forecasting discipline, and scalable operational processes. This role sits at the center of the revenue organization, translating GTM strategy into operational execution.

As Postman continues to grow its enterprise and global sales motion, the complexity of our revenue organization is increasing.

We are looking for a Head of Field Operations to design and lead the operational systems that support:

• sales planning and territory strategy
• pipeline management and forecasting
• SDR productivity and pipeline creation
• partner ecosystem operations

This role will work closely with Sales leadership, Marketing Operations, Customer Success Operations, GTM Systems, and our GTM Strategy organization to ensure Postman’s field teams have the infrastructure required to grow revenue efficiently. The role reports directly to the Head of GTM Operations.

Lead the operational strategy supporting Postman’s global sales organization.

Responsibilities include:

• territory design and quota planning
• pipeline management frameworks
• forecasting processes and revenue visibility
• sales productivity analysis

You will ensure the sales organization operates with clarity around pipeline coverage, forecasting discipline, and operational structure.

Design the operational infrastructure supporting Postman’s pipeline generation engine.

You will:

• support SDR leadership with tooling and analytics
• improve outbound effectiveness and pipeline creation
• develop operational insight into SDR productivity and performance

Support the operational infrastructure powering Postman’s partner ecosystem.

You will oversee the Partner Operations function responsible for:

• partner pipeline attribution
• deal registration workflows
• partner lifecycle processes
• partner performance analytics

You will partner closely with the Head of Worldwide Partnerships to scale Postman’s partner channel.

Establish the operational discipline required for predictable revenue growth.

You will:

• design pipeline health frameworks
• drive forecasting accuracy across the organization
• build reporting structures that provide visibility into pipeline generation and conversion

Partner closely with the GTM Systems organization to ensure the revenue technology stack supports field productivity.

Your team will define operational requirements for sales tooling and workflows across CRM, forecasting platforms, and sales engagement tools.

Field Operations plays a key role in connecting operational data to strategic decisions.

You will partner closely with Postman’s GTM Strategy and BI teams to generate the insight required to improve sales productivity and pipeline performance.

Within 12–18 months:

• Sales leaders operate with clear visibility into pipeline health and forecast accuracy
• SDR programs generate predictable pipeline growth
• Partner ecosystem contributions are visible and measurable

Field teams operate with scalable processes that support rapid revenue growth

We are looking for an operator who combines strategic revenue insight, operational rigor, and cross-functional leadership.

You are comfortable working at the intersection of sales strategy, operational systems, and revenue analytics, and you thrive in environments where you are responsible for building scalable infrastructure that supports high-growth GTM teams.

Ideal candidates will have:

• 12+ years of experience in Sales Operations, Revenue Operations, or Field Operations leadership roles in high-growth B2B SaaS companies
• A track record of designing operational frameworks that support enterprise and hybrid PLG go-to-market models
  
• Deep experience with sales planning and forecasting, including territory design, quota allocation, and pipeline management
• Experience supporting SDR/ADR organizations, including outbound infrastructure and pipeline creation analytics
• Experience building or scaling partner ecosystem operations, including partner pipeline attribution, deal registration processes, and partner lifecycle infrastructure
• Strong familiarity with modern sales technology stacks, including CRM platforms, forecasting tools, and sales engagement systems
• Experience partnering with revenue strategy, finance, and analytics teams to translate operational data into strategic insight
• Proven experience building and leading high-performing operational teams

• Strong systems thinker who can connect operational infrastructure to revenue outcomes
• Excellent cross-functional collaborator with credibility across sales, marketing, and executive leadership
• Analytical and data-driven, with the ability to turn pipeline and performance data into operational improvements
• Comfortable operating in ambiguity and building structure where it doesn’t yet exist
• High ownership mindset with the ability to lead initiatives that span multiple teams