Head of GTM Centralized Planning

Centralized Planning Model

Own the single, connected planning model for GTM. Bring quota planning, capacity planning, headcount planning, and coverage planning onto one shared set of assumptions instead of separate, disconnected plans.

Iterate, Document & Socialize

Take the existing planning processes and data models, refine them, and make them explicit. Document the methodology and assumptions and socialize them with Finance, field leaders, and theater partners so there is alignment and buy-in before execution, not after.

Reverse-Waterfall Pipeline & Target Setting

Own the reverse waterfall from MQLs and pipeline by source, through bookings and customer/logo targets, so that pipeline targets are derived from revenue goals. Use the same model to size the customer base and downstream capacity needs it implies, giving sales a clear, defensible line from demand to quota.

Quota, Capacity & Headcount Planning

Own bottoms-up quota-capacity modeling, sales headcount and ramp assumptions, and the link between capacity and attainable targets.

Territory & Coverage Design

Translate quota-capacity planning into territory and coverage plans in partnership with field leaders.

The Annual & In-Year Planning Cycle

Design and run Postman's GTM planning calendar end to end as a program, with clear milestones, owners, inputs, deadlines, and decision points on a predictable cadence.

Theater Partnership

Partner with the sales ops business partners in each theater so planning assumptions, inputs, and outputs are consistent across regions and the field's needs are represented in the central plan.

Cross-Functional Alignment & Swimlanes

Operate a clear collaboration model with Strategy & Ops (Finance), FP&A, Marketing Ops, Revenue Intelligence, and field leaders, documenting who owns what to remove overlap and close gaps.

Team Leadership

Lead, develop, and grow the Connected Planning team, starting with the Sr. Revenue Intelligence Manager, and raise the planning bar across Field Ops.

Requirements

• 8 to 12+ years in GTM/Sales Planning, Revenue Operations, or Sales Strategy in high-growth B2B SaaS, including ownership of an annual GTM planning cycle.
• Experience standing up or formalizing a planning function, taking existing processes and data models and making them documented, repeatable, and adopted.
• Exceptional project and program management skills, with a track record of running complex, cross-functional planning cycles to deadline.
• People-management experience, having built and/or led a planning or rev ops team.
• Deep expertise in reverse-waterfall and pipeline modeling, quota-capacity and headcount planning, and territory and coverage design.
• Experience partnering with theater or regional sales ops business partners to drive consistent planning at scale.
• Experience partnering with Finance/FP&A on target-setting.
• Advanced Excel/Sheets modeling, strong Salesforce, and familiarity with Clari, Xactly, Tableau, or equivalents.
• Executive presence and stakeholder management, able to define swimlanes and drive alignment in a matrixed org.
• Based in San Francisco and able to work in-office 5 days per week.

Nice-to-Haves

• Systems thinker who connects demand, bookings, quota, capacity, and coverage into one centralized plan.
• Strong project and program manager who runs planning cycles to deadline across many stakeholders.
• Rigorous modeler with a bias for clean, defensible, well-documented planning assumptions.
• Trusted cross-functional leader who brings clarity to ambiguous ownership.
• People leader who builds and grows high-performing planning teams.

Compensation

The reasonably estimated base salary for this role ranges from $225,000 to $280,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend.