# Head of GTM Tools & Technology

**Company:** [Postman](https://hotfix.jobs/companies/postman)
**Location:** San Francisco, CA
**Role:** Revenue Operations
**Salary:** $200k – $285k/yr
**Experience:** 10+ years
**Skills:** salesforce sales cloud, salesforce administration, soql, salesforce flow, salesforce cpq, AI Automation, Workato, mulesoft, boomi, Outreach, clari, ZoomInfo, Gainsight, Zendesk, Tableau
**Posted:** 2026-08-10

> Leads the strategy, architecture, automation, and AI roadmap for the company’s end-to-end GTM technology ecosystem across pre-sale and post-sale operations. The role requires 10+ years in GTM or revenue systems, deep Salesforce expertise, roadmap ownership, and experience leading systems teams.

## Job Description

## Responsibilities

### GTM Systems Strategy & Roadmap
- Define and execute the roadmap for the GTM technology stack across the full customer lifecycle, from pipeline through renewal and expansion.
- Translate business needs from Sales, Customer Success, Professional Services, and GTM Operations into scalable system solutions.
- Advise GTM leadership on opportunities, tradeoffs, and priorities.
- Own the GTM tools budget, ROI accountability, vendor relationships, contracts, and renewals.
- Collaborate with Marketing Operations on the overall GTM platform strategy and AI roadmap.

### AI Roadmap for GTM
- Drive the GTM organization’s AI roadmap with leadership, Engineering, and Operations.
- Identify opportunities for AI and automation across lead scoring, pipeline forecasting, conversation intelligence, rep productivity, enrichment, next-best-action, and customer health signals.
- Partner with IT, Data Engineering, and Analytics to establish a clean, unified, governed data foundation.
- Create a framework for evaluating, piloting, and scaling AI tools, including change management and adoption measurement.
- Represent GTM AI priorities in executive and Engineering discussions.

### Pre-Sale Systems
- Own the design, configuration, governance, and improvement of Salesforce Sales Cloud as the GTM system of record.
- Manage integrations across the pre-sale stack, including sales engagement, revenue intelligence, data enrichment, CPQ, contract, and workflow tools.
- Provide system-level support for territory changes, compensation rollouts, product launches, and go-to-market model changes.

### Post-Sale Ecosystem
- Own systems architecture for Professional Services, Customer Service, and Customer Success teams.
- Integrate post-sale systems with Salesforce and the broader GTM data model to provide a unified customer-lifecycle view.
- Improve workflows, automation, and data quality across post-sale tools with CS, Professional Services, and Support leadership.

### Process & Workflow Automation
- Eliminate manual and error-prone processes across the lead-to-cash and post-sale lifecycle through automation, tooling, and process redesign.
- Champion low-code/no-code operational efficiency while engaging Engineering for complex builds.
- Own documentation, change management, and communications for GTM system changes.

### Team Leadership
- Lead and develop a team of systems professionals.
- Establish direction, grow talent, and build organizational capacity.
- Foster rigor, ownership, and continuous improvement.
- Hire and structure the team as GTM systems needs evolve.

## Requirements
- 10+ years of experience in business systems, revenue operations technology, or GTM systems at high-growth B2B SaaS companies.
- Deep hands-on Salesforce Sales Cloud expertise; Salesforce Administrator certification or equivalent practical experience required.
- Experience owning a GTM technology stack end-to-end across pre-sale and post-sale systems.
- Track record of delivering multi-year systems roadmaps with measurable business impact.
- Experience evaluating and deploying AI and automation tools in a GTM or revenue context.
- Ability to partner with Engineering on systems and AI initiatives.
- Experience managing and developing admins, analysts, and developers.
- Strong executive communication skills.

## Nice-to-Haves
- Salesforce Architect certification, such as Application Architect, System Architect, or CTA.
- Experience with iPaaS and integration tools such as Workato, MuleSoft, or Boomi.
- Experience at a developer-focused or product-led-growth SaaS company.
- Exposure to revenue recognition or finance systems such as Zuora, Stripe Billing, or NetSuite.
- Experience driving systems roadmaps for M&A integration.

## Technical Familiarity
- Salesforce Sales Cloud, SOQL, Salesforce Flow, reports, and dashboards
- Salesforce CPQ or DealHub
- Outreach or Salesloft
- Clari or Gong
- ZoomInfo or Clearbit
- Rocketlane or Certinia
- Gainsight or Catalyst
- Zendesk, Intercom, or Service Cloud
- Tableau or Looker
- Marketo or HubSpot

## Compensation & Benefits
- Base salary: **$200,000–$285,000**.
- Competitive equity package.
- Flexible schedule.
- Full medical coverage.
- Flexible PTO.
- Wellness reimbursement.
- Monthly lunch stipend.
- Wellness programs, team-building events, and donation matching.

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