Head of GTM Tools & Technology

The Opportunity

We're looking for a 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 $200,000 to $285,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.