Head of GTM Tools & Technology

Who Are We? Postman is the world’s leading API platform, used by more than 45 million+ developers and 500,000 organizations, including 98% of the Fortune 500. 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. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman. P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman. The Opportunity We're looking for a Senior Director/Director, GTM Tools & Technology to own the systems and tooling that power Postman's entire go-to-market organization. This is a strategic leadership role sitting at the intersection of business operations, systems architecture, and AI innovation. You'll be the internal product owner for our GTM tech stack — from Salesforce at its core, to every platform that plugs into it, across both pre-sale and post-sale. You'll define the vision and drive the roadmap for how we use technology and AI to make our GTM teams faster, smarter, and more effective. This role demands both strategic range and operational depth: you'll partner directly with GTM executives across Sales, Marketing, Customer Success, Professional Services, Revenue Operations, and Finance, while leading a team to deliver on a high bar. The standard we're hiring to is high. We want someone who can architect for where Postman is going, not just maintain what exists — and who will lead meaningfully on AI adoption as a first-class mandate. What You’ll Do 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, CS, Professional Services, and GTM Ops into scalable system solutions, balancing build vs. buy decisions with long-term architectural coherence. Serve as the primary business systems partner and trusted advisor to GTM leadership — surfacing opportunities, managing tradeoffs, and aligning stakeholders on priorities. Own the GTM tools budget; drive ROI accountability across the portfolio and manage vendor relationships, contracts, and renewals. Collaborate closely with Marketing Ops on the overall GTM platform strategy and AI roadmap, ensuring alignment across the full funnel without duplicating ownership. AI Roadmap for GTM Drive the AI roadmap for the GTM organization in close collaboration with GTM leadership, Engineering, and Operations. Identify the highest-impact opportunities to embed AI and automation across the revenue lifecycle: 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 — clean, unified, and governed. Establish a repeatable framework for assessing, piloting, and scaling AI tools within the GTM stack, including change management and adoption measurement. Represent the GTM org's AI priorities in cross-functional conversations with executive leadership and Engineering. Pre-Sale Systems Own the design, configuration, governance, and continuous improvement of Salesforce Sales Cloud as the system of record for the GTM org. Manage integrations across the pre-sale stack (e.g., Outreach/Salesloft, Clari, ZoomInfo, CPQ, Docusign, Ironclad, etc.) ensuring data flows are reliable, clean, and auditable. Lead system-level support for major GTM initiatives including territory changes, compensation plan rollouts, new product launches, and go-to-market model shifts. Post-Sale Ecosystem Own the systems architecture for Postman's post-sale teams, including Professional Services Automation (Rocketlane, Certinia, or equivalent), customer service and ticketing (Zendesk, Intercom, Service Cloud, or equivalent), and Customer Success platforms (Gainsight, Catalyst, or equivalent). Ensure post-sale systems are well-integrated with Salesforce and the broader GTM data model, enabling a unified view of the customer lifecycle. Partner with CS, Professional Services, and Support leadership to continuously improve workflows, automation, and data quality across post-sale tools. 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 a low-code/no-code approach to operational efficiency, while knowing when to engage Engineering for more complex builds. Own documentation, change management, and communication for all system changes affecting the GTM org. Team Leadership Lead and develop a team of systems professionals; set direction, grow talent, and build organizational capacity. Foster a culture of rigor, ownership, and continuous improvement within the team. Hire and structure the team as Postman's GTM systems needs evolve. About You Essential Qualifications 10+ years in business systems, revenue operations technology, or GTM systems roles at high-growth B2B SaaS companies. Deep hands-on Salesforce expertise (Sales Cloud); Salesforce Admin certification or equivalent practical depth required. Demonstrated experience owning a GTM tech stack end-to-end — strategy through execution — across both pre-sale and post-sale systems. Track record of building and delivering multi-year systems roadmaps with measurable business impact. Experience evaluating and deploying AI and automation tools in a GTM or revenue context. Proven ability to partner with Engineering as a co-stakeholder on systems and AI initiatives. Experience managing and developing a team of admins, analysts, and developers. Strong executive communication skills — you can translate technical complexity for a CRO and business requirements for an engineering team. Bonus Qualifications Salesforce Architect certification (Application Architect, System Architect, or CTA). Experience with iPaaS / integration tools (Workato, MuleSoft, Boomi, or equivalent). Prior experience at a developer-focused or PLG (product-led growth) SaaS company. Exposure to revenue recognition or finance systems (Zuora, Stripe Billing, NetSuite, or equivalent). Experience driving systems roadmaps for M&A integration. Technical Familiarity CRM: Salesforce Sales Cloud (SOQL, Flow, reports/dashboards) CPQ: Salesforce CPQ, DealHub, or equivalent). Sales Engagement: Outreach, Salesloft, or equivalent Revenue Intelligence: Clari, Gong, or equivalent Data Enrichment: ZoomInfo, Clearbit, or equivalent Post-Sale / PSA: Rocketlane, Certinia, or equivalent Customer Success: Gainsight, Catalyst, or equivalent Customer Service: Zendesk, Intercom, Service Cloud, or equivalent BI / Analytics: Tableau, Looker, or equivalent Marketing Automation (collaboration, not ownership): Marketo, HubSpot, or equivalent The reasonably estimated base salary for this role ranges from $230,000 to $290,000, 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. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom. Our Values At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can. Equal opportunity Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.