Head of GTM Centralized Planning

About the role

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.

What You'll Do

• 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.

  About You

  • You are a builder, a leader, a diplomat, a planner, and above all an innovator. You are a creative ops leader who finds ways to save time, cut through complexity, and build the processes that get all of revops singing from the same sheet of music.
  • You can architect a quota-capacity model yourself, take existing processes and make them rigorous and well documented, run a complex planning cycle as a program with many stakeholders, coach a team to deliver it, and align Finance, Marketing, and Sales leadership on one set of planning assumptions.
  • You think in systems and full funnels, and you bring order to ambiguous, cross-team ownership.
  • You have 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.
  • You have experience standing up or formalizing a planning function, taking existing processes and data models and making them documented, repeatable, and adopted.
  • You have exceptional project and program management skills, with a track record of running complex, cross-functional planning cycles to deadline.
  • You have deep expertise in reverse-waterfall and pipeline modeling, quota-capacity and headcount planning, and territory and coverage design.
  • You have experience partnering with theater or regional sales ops business partners to drive consistent planning at scale.
  • You have experience partnering with Finance/FP&A on target-setting.
  • You have advanced Excel/Sheets modeling, strong Salesforce, and familiarity with Clari, Xactly, Tableau, or equivalents.
  • You have executive presence and stakeholder management, able to define swimlanes and drive alignment in a matrixed org.