The Opportunity

Postman is seeking a Head of Revenue Enablement to help support the growth of the revenue organization. We know that one of the keys to our growth relies on a high-performing customer-facing team, which is why we consider Enablement to be a strategic function within the Revenue org. The Head of Revenue Enablement will be responsible for accelerating the performance of our Revenue organization by upleveling all role competencies related to our buyers and customers, processes, sales methodology and our tech stack.

This role reports into the CRO and will partner heavily with peers from Revenue Operations, Marketing and Product Marketing. You will work with Sales and Customer Success Leadership to define core measurements and understand the efficacy of programs to optimize results over time. 

Key Responsibilities

• Manage and scale the global GTM enablement strategy and team of six enablement specialists to support Sales and Customer Success in driving a consistent narrative, methodology, and process while enabling regional and role-specific teams to operate with velocity and autonomy.

• Execute the vision, roadmap, and priorities for global enablement programs spanning all Sales and Customer Success functions, from onboarding through the entire employee journey.

• Manage a team of enablement program managers who specialize in role- or region-specific support, ensuring they tailor global enablement programs to the needs of their respective teams.

• Build a comprehensive scale plan to support regional and language expansion, while developing a world-class team of enablement professionals delivering top-tier GTM enablement programs, content, experiences, and technology focused on selling Postman’s differentiation and value.

• Ensure all customer-facing assets align with company and product messaging by collaborating with marketing and product teams, and mapping enablement components to the customer lifecycle to enhance productivity and customer engagement.

• Partner with Revenue Operations, Finance, Legal, and other cross-functional teams to translate internal processes into repeatable, scalable field processes.

• Partner with Revenue Operations to analyze the sales process, identify areas for improvement, and drive efficiency gains and higher conversion rates at each stage.

• Develop content and deliver training when needed alongside the enablement team.

• Facilitate effective communication between sales, marketing, and product teams to ensure alignment on key initiatives and goals.

• Foster a collaborative environment that encourages knowledge sharing and best practices.

Qualifications

• 10+ years of experience in enablement, including at least 3 years in a strategic leadership role setting the vision and direction for an enablement team in a high-growth, high-velocity B2B Enterprise technology company.

• Proven ability to support a diverse revenue organization by creating and implementing successful revenue process, methodology, and playbook initiatives at a global scale.

• Expertise in change management execution with demonstrated success in implementing impactful initiatives.

• Strong track record in defining and tracking key metrics to provide insights into all areas of revenue effectiveness.

• Experience with Salesforce and enablement tools such as Highspot, Gong, and ZoomInfo, as well as sales methodologies like MEDDPICC, Challenger, and Command of the Message.

• Effective leadership skills with the ability to guide and mentor team members while driving performance.

• Strong ability to influence teams, build enthusiasm for new initiatives, and drive adoption across the organization.

• Experience managing upward to influence executives and downward to align teams and drive execution.

• Willingness and ability to develop competency using Postman.

• Openness to experimenting with new approaches, testing hypotheses, and establishing KPIs to measure effectiveness.

You Are

• Driven and action-oriented: Proactive in identifying team needs and developing strategies and action plans to drive success.

• Excellent communicator: Able to distill complex concepts and processes into clear, digestible information in both written and verbal communication.

• Strategic thinker: Capable of formulating high-impact, scalable enablement programs with a clear focus on the end goal.

• Strong relationship builder: Skilled at collaborating across multiple functions within Postman to align efforts and drive results.

• Resourceful: Creative in problem-solving and able to navigate challenges that don’t have easy solutions.

• Experienced leader: Brings deep domain expertise and a proven track record in enablement, ready to make an impact from day one.

The reasonably estimated base salary for this role ranges from $225,000 to $300,000, plus a competitive equity package. Actual compensation is based on the candidate’s skills, qualifications, and experience.