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 foundational, highly cross-functional role. GTM analytics at Postman is spread across teams and tools with inconsistent definitions. We are looking for a Senior Manager to drive alignment, consistency, and predictability to how Field Leaders use data to drive revenue. The Data team makes data available and trustworthy at the platform level; Revenue Intelligence makes it decision-ready and acted upon for go-to-market. They build the plumbing and the canonical datasets; you will build the GTM definitions, the insights, and the decisions on top.
This role will be responsible for:
- Dashboard and reporting strategy, design, and execution for the GTM org
- Data dictionary development and metric-definition governance
- Partnering with the board-reporting team to align definitions, confirm numbers (or document where they differ), and run a cadenced process for field commentary
- Working within a clear collaboration model with the central Data team, FP&A, Marketing Ops, and the Field Ops Business Partners
- Preparing data for annual planning
- Ad hoc GTM reporting and analysis
What You'll Do
Reporting & Dashboard Strategy
- Define the GTM reporting and dashboard strategy; design and execute dashboards across attainment, pipeline, conversion, win/loss, and productivity.
- Be the single point of accountability for GTM reporting & dashboards.
- Set standards for how reporting is built, surfaced, and consumed across the GTM org.
Operating Rhythm & Action Plans
- Own the GTM intelligence cadence: weekly, monthly, quarterly rhythm that will convert numbers into decisions on a predictable schedule. Example rituals include pipeline reviews and MBRs.
- Turn GTM data into prioritized insights and recommendations; translate “what’s happening” into “so what” and “what now”.
- Partner with the Field Leaders & Ops Business Partners to build action plans and repeatable sales plays with clear owners and follow through.
- Establish the operating model and intake for how analytics requests are routed across teams.
Data Dictionary, Definitions Governance, & Data Quality
- Partner with FP&A to develop and maintain the GTM data dictionary: the canonical definitions for key metrics.
- Govern definitions so planning, comp, board reporting, and field analytics all run on as planned.
- Partner with Marketing Ops to define quality standards and metrics, monitor for issues, and drive remediation at the source.
- Document who owns what (canonical reporting, GTM analytics, financial analytics, and segment/embedded analysis) to remove overlap and close gaps.
Board-Reporting Partnership
- Partner with FP&A to ensure definitions align and the numbers are correct for Board facing materials.
- Stand up and run a cadenced process for the sales ops business partners to fill in the commentary and narrative behind the numbers.
- Reconcile where it makes sense, and document the scenarios where board figures differ from GTM analytics or planning, and why.
Annual Planning Data & Analytics
- Prepare analysis-ready data for annual and in-year planning, supporting the Centralized Planning team.
- Provide the historical and trend analytics that underpin target setting and scenario work.
Ad Hoc Analysis & Decision Support
- Lead ad hoc GTM reporting and analysis to answer strategic questions for leadership.
- Build toward self-serve so routine questions are answered without manual pulls.
Analytics Leadership & Enablement
- Build and lead the GTM analytics capability; enable business partners with self-serve tooling.
- Raise the analytical bar across the field ops team.
About You
You pair deep analytics and BI expertise with the judgment to define metrics that matter, a bias for clean data, and the cross-functional credibility to align multiple teams on shared definitions. You are equal parts builder and diplomat: architecting the data model and definitions, raising data quality, and bringing order to how analytics work is divided.
- 10+ years in GTM/Revenue Analytics, Business Intelligence, or Revenue Operations in high-growth B2B SaaS.
- Proven ownership of a reporting/dashboard strategy and a metric-definition / data dictionary.
- Experience aligning definitions and reconciling numbers across reporting, finance, and analytics teams.
- Expert SQL and BI tooling (Tableau, Looker, Sigma, or similar); strong data modeling skills.
- Expert Salesforce reporting; familiarity with Clari or equivalent forecasting platforms.
- Track record building self-serve analytics and reducing ad hoc reporting load.
- Excellent executive communication and stakeholder management; comfortable defining swimlanes across teams.
- Based in San Francisco, CA and able to work in person 5 days per week.
Skills & Competencies
- Rigorous, definitions-first analytical leader with a bias for data quality.
- Translates data into clear, decision-ready narrative for executives.
- Builds scalable reporting infrastructure and self-serve capability.
- Strong cross-functional collaborator who brings clarity to ambiguous ownership.
The reasonably estimated base salary for this role ranges from $175,000 to $215,000, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.
What Else?
In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves.
At Postman we value in person collaboration. We are in office 5 days a week for all roles based out of our hubs in San Francisco Bay Area, Boston, Austin, New York City, Tokyo and London. For roles based in Bangalore, employees currently work in the office three days a week and will transition to five days per week by the end of the year. We were thoughtful in our approach which is based on collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our in office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom.
Our Values
At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.
Equal opportunity
Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.