Prepare and present operational reviews, pipeline analyses, and forecast packages to the VP of NA Enterprise Sales.
Establish the operational discipline required for predictable revenue growth within the NA Enterprise segment.
Own the weekly forecast process end-to-end, partnering with reps and managers in Clari to produce accurate, actionable commit and best-case views.
Design pipeline health frameworks and monitor coverage, deal progression, and leading indicators; flag anomalies and recommend corrective actions.
Build reporting structures that provide visibility into pipeline generation, conversion, and attainment for the NA Enterprise segment.
Build and maintain dashboards and reports in Salesforce, Google Sheets, and other systems that give leadership real-time visibility into attainment, pipeline velocity, ASP, win/loss, and rep productivity.
Conduct ad hoc analyses to answer strategic questions and support quota, territory, and headcount planning.
Develop quarterly business review (QBR) content in partnership with sales leadership.
Identify bottlenecks in the Enterprise sales motion and drive process improvements that increase rep efficiency and reduce friction.
Ensure Salesforce hygiene standards are adopted across the Enterprise team; work with GTM Systems on system enhancements and automation. Define operational
Support annual and mid-year planning cycles including territory design, quota setting, and headcount modeling for the NA Enterprise segment.
Collaborate with Finance and HR to align capacity plans with business targets.
Requirements
This role sits at the center of the GTM organization—translating sales strategy into day-to-day operational execution through rigorous forecasting discipline, clear pipeline visibility, and scalable sales processes.
We're looking for someone who has incorporated AI into how they work — using it to move faster, surface better insights, and reduce manual lift.
Comfort with AI tools and a curiosity to keep pushing them further is important to us in this role.
Sales productivity analytics and performance reporting
Cross-functional alignment with GTM Systems, Enablement, Marketing and Finance on key programs and initiatives
Partner with GTM Strategy and BI teams to generate the insight required to improve sales productivity and pipeline performance.
requirements for sales tooling and workflows across CRM, forecasting platforms, and sales engagement tools, in close partnership with the GTM Systems organization.
Partner with Field Ops counterparts supporting ADR, Partnerships, NA Corporate, and International Sales to ensure consistent methodology and data across the GTM organization.
experience in Sales Operations, Revenue Operations, or a related GTM function in high-growth B2B SaaS companies, with at least 2 years supporting an Enterprise Sales segment. Proven
experience as a dedicated business partner to Enterprise or Mid-Market Sales leadership—translating strategy into operational execution. Deep
experience with sales forecasting and pipeline management, including owning a weekly forecast process end-to-end. Hands-on
experience with AI tools (e.g., ChatGPT, Claude, Notion AI, or similar) applied to operations work––you can speak to specific workflows you've built or improved and where you see the most leverage.
Expert-level proficiency in Salesforce CRM—pipeline management, reporting, dashboards, and data governance. Hands-on
experience with Clari or an equivalent revenue forecasting platform.
Strong analytical skills and advanced proficiency in Excel and/or Google Sheets (pivot tables, complex formulas, modeling). •
Experience supporting territory design, quota allocation, and headcount planning for an Enterprise sales segment.
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.
Comfortable leveraging AI to accelerate analysis and automate repetitive work and curious about where it can go next.
Experience
Ideal Candidates Will Have: 7+ years of
Benefits
P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman. About the Team
The reasonably estimated OTE for this role is $150,000 to $200,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. What Else?
In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend.
Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about.
In our work, we focus on specific goals that add up to a larger vision.
Contact
Learn more at postman.com or connect with Postman on X via @getpostman.
Additional details
Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.
The company is headquartered in San Francisco and has offices in Boston, New York, Austin, Tokyo, London, and Bangalore - where Postman was founded.
Be the operational backbone that enables Postman’s North America Enterprise Sales team to scale revenue with precision and speed.
You will serve as the dedicated Sales Operations business partner to the VP of North America Enterprise Sales, reporting directly to the Head of Field Operations. The Opportunity
As Postman scales its enterprise motion, the North America Enterprise segment is one of our highest-priority and fastest-growing businesses.
Sales forecasting and pipeline management for the NA Enterprise segment
This role works closely with the Head of Field Operations and the broader Field Ops team, which covers ADR, Partnerships, NA Corporate, and International Sales, to ensure consistent methodology and operational excellence across the entire GTM organization.
What You’ll Do Sales Operations Business Partnership
Translate business goals into operational plans, ensuring the Enterprise Sales team has the structure, tools, and insights to execute.
Proactively surface risks and opportunities through regular cadences with sales leadership.