Head of GTM Centralized Planning

Postman·San Francisco, California, United Stateslead

In short

→Liderazgo en planificación centralizada de GTM para alinear demanda, cuotas y capacidad.
→Creas y mantienes un modelo único de planificación que conecta MQLs con bookings, cuotas y contratación.
→Papel fundacional: unificar procesos fragmentados en una base de planificación compartida y documentada.

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What they ask for

✓Liderazgo de equipos en planificación de GTM o funcionales similares.
✓Experiencia con modelos de planificación de demanda, cuotas y capacidad.
✓Capacidad para unir procesos dispersos y documentarlos con claridad.
✓Experiencia en manejo de ciclos anuales e in-year de planificación.
✓Habilidades avanzadas de colaboración con finanzas, marketing, y líderes de campo.
✓Dominio de herramientas analíticas para modelado y visualización de datos.

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Who should you write to at Postman?

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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 This is a net new leadership role created to centralize planning that today is spread across teams. Planning processes and data models already exist, but they are fragmented and undocumented. Your job is to bring them together into one centralized planning model, iterate on them, and document and socialize them with stakeholders before they are executed against, so the org plans off a shared, well-understood foundation rather than tribal knowledge. You will own, and lead a team to run, the centralized planning model that connects marketing demand to revenue: the reverse waterfall from MQLs and pipeline by source, through to bookings, customer and logo targets, sales quota and headcount capacity, and territory design. You ll set the planning strategy, build the operating model, run the planning calendar, and grow the function beneath it. What You ll Do • The 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 rem

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