Senior Sales Operations Manager, Enterprise

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.About the Team Be the operational backbone that enables Postman’s North America Enterprise Sales team to scale revenue with precision and speed. This role sits at the center of the GTM organization—translating sales strategy into day-to-day operational execution through rigorous forecasting discipline, clear pipeline visibility, and scalable sales processes. You will serve as the dedicated Sales Operations business partner to the VP of North America Enterprise Sales, reporting directly to the Head of Field Operations. The Opportunity This is a builder role. As Postman scales its enterprise motion, the North America Enterprise segment is one of our highest-priority and fastest-growing businesses. We are looking for a Senior Manager, Field Operations to partner directly with our VP of North America Enterprise Sales and his leadership team to ensure the sales organization operates with clarity, efficiency, and the data it needs to win. We're looking for someone who has incorporated AI into how they work — using it to move faster, surface better insights, and reduce manual lift. Comfort with AI tools and a curiosity to keep pushing them further is important to us in this role. This role will be responsible for: Sales forecasting and pipeline management for the NA Enterprise segment Sales productivity analytics and performance reporting Territory, quota, and headcount planning support Sales process design and continuous improvement Cross-functional alignment with GTM Systems, Enablement, Marketing and Finance on key programs and initiatives This role works closely with the Head of Field Operations and the broader Field Ops team, which covers ADR, Partnerships, NA Corporate, and International Sales, to ensure consistent methodology and operational excellence across the entire GTM organization. What You’ll Do Sales Operations Business Partnership Serve as the primary Sales Operations point of contact and strategic thought partner to the VP of North America Enterprise Sales. Responsibilities Include: Translate business goals into operational plans, ensuring the Enterprise Sales team has the structure, tools, and insights to execute. Proactively surface risks and opportunities through regular cadences with sales leadership. Prepare and present operational reviews, pipeline analyses, and forecast packages to the VP of NA Enterprise Sales. You will ensure the sales organization operates with clarity around pipeline coverage, forecasting discipline, and operational structure. Forecasting & Pipeline Management Establish the operational discipline required for predictable revenue growth within the NA Enterprise segment. Own the weekly forecast process end-to-end, partnering with reps and managers in Clari to produce accurate, actionable commit and best-case views. Design pipeline health frameworks and monitor coverage, deal progression, and leading indicators; flag anomalies and recommend corrective actions. Build reporting structures that provide visibility into pipeline generation, conversion, and attainment for the NA Enterprise segment. Analytics & Reporting Field Operations plays a key role in connecting operational data to strategic decisions for the Enterprise sales leadership team. Build and maintain dashboards and reports in Salesforce, Google Sheets, and other systems that give leadership real-time visibility into attainment, pipeline velocity, ASP, win/loss, and rep productivity. Conduct ad hoc analyses to answer strategic questions and support quota, territory, and headcount planning. Partner with GTM Strategy and BI teams to generate the insight required to improve sales productivity and pipeline performance. Develop quarterly business review (QBR) content in partnership with sales leadership. Sales Process & Productivity Identify bottlenecks in the Enterprise sales motion and drive process improvements that increase rep efficiency and reduce friction. Partner with Enablement and Revenue Operations to roll out new tools, playbooks, and process changes. Ensure Salesforce hygiene standards are adopted across the Enterprise team; work with GTM Systems on system enhancements and automation. Define operational requirements for sales tooling and workflows across CRM, forecasting platforms, and sales engagement tools, in close partnership with the GTM Systems organization. Territory, Quota & Planning Support annual and mid-year planning cycles including territory design, quota setting, and headcount modeling for the NA Enterprise segment. Collaborate with Finance and HR to align capacity plans with business targets. Cross-Functional Collaboration Partner with Field Ops counterparts supporting ADR, Partnerships, NA Corporate, and International Sales to ensure consistent methodology and data across the GTM organization. Act as the voice of NA Enterprise Sales in cross-functional forums, advocating for prioritization of tools, resources, and process improvements. What Success Looks Like Within 12–18 months: NA Enterprise sales leaders operate with clear visibility into pipeline health and forecast accuracy. A repeatable, disciplined weekly forecast p