Senior Deal Operations Analyst

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

We are seeking a passionate and highly driven individual to join the TDeal Operations team at Postman. The Deal Operations team is integral to the success of the Sales organization by helping to drive revenue for the sales and renewals teams at Postman. This role is the subject matter expert crossed trained and highly skilled in legal, revenue, deal management and Quote to Cash disciplines. The Deal Manager engages with Sales as a single point of contact to support highly negotiated, strategic ELA business arrangements from inception of a sales opportunity to booking. They will advise and coach Sales Reps to efficiently work within Quote to Cash process, policies and guidelines. The Senior Deals Operation Analyst will possess extensive deal structuring, revenue recognition, and commercial contract experience. The Deal Manager is expected to own and manage the deal process from end to end and help drive efficiency and improvements in the deal making process.

This is a hybrid position - 3 days required in office.

What You’ll Do

• Serve as the trusted advisor and go-to resources to the Sales and Renewals teams for solving complex problems across the Opportunity to Cash processes

• Serve as an expert in advanced Deal Process activities, which impact quota setting, bookings attainment, and complex deal structuring 

• Educate Sales teams on changes in processes, policies, and best practices to improve performance 

• Assist with projects with cross-functional teams in support of Sales, in the rollout of new products and policies, and in the improvement of our OTC processes 

• Ensure Sales teams are operating within the deal guidelines, directly partnering with cross-functional teams to ensure compliance with policies

• Responsible for ensuring that Sales and contract data is accurate in CRM and other systems, partnering with cross-functional teams to reconcile downstream processes and Reporting 

• Identify, scope, and deliver process and systems changes that improve operations for the Sales organization 

• Work in a dynamic environment and adapt to new business processes in a fast paced environment

• Ability to travel to regional offices to meet directly with Sales teams and cross-functional leaders 

• Serves as a coach and mentor to other team members, assisting with onboarding, day-to-day training, coaching, and collaborating to solve business problems

• Understand end-to-end processes across OTC and serve as an expert on the roles and responsibilities of cross-functional support teams, resulting in accelerated resolution of issues

• Take ownership and program manage issue resolution across all back-office teams, performing initial triage of issue identified by Sales and managing issue until it is fully resolved

• Assess recurring issues to identify opportunities for improving the overall OTC process and make recommendations on process and system changes

• Engage directly with clients as necessary through both written and verbal communications, helping to resolve OTC issues directly

• Manage escalations of all OTC issues from Sales and clients

• Demonstrate the ability to go “above and beyond” in the support of our Sales teams and clients

About You

• 8 + years of operations experience with technology companies in functions such as deal desk, finance, revenue, deal operations, contracts operations, or contracts management.

• This is not a standard 9-5 job, hours are based around business needs. The right fit for this role will have flexibility around month-end and quarter-end business needs

• Able to work in ambiguous environments under tight and unpredictable timelines

• Experience with CPQ and Ironclad preferred

• Has developed and maintained standard deal operations processes, approval matrixes and order terms.

• Strong structured problem-solving skills along with ability to demonstrate practical judgment in complex situations

• Able to work with a high degree of autonomy

• Willing to work in a highly demanding and results-oriented team environment

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