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

The Mission

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.

The Opportunity

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.

What You’ll Own

Sales 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.

SDR / ADR Operations

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

Partner Operations

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.

Pipeline Health & Forecasting

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

Revenue Systems & Infrastructure

Partner closely with the GTM Systems organization