About the job
Who Are We?
Postman stands as the leading API platform globally, serving over 45 million developers and 500,000 organizations, including 98% of the Fortune 500. We empower developers and professionals worldwide to create an API-first world by simplifying every stage of the API lifecycle and enhancing collaboration—enabling users to develop superior APIs with greater efficiency.
Based in San Francisco, Postman operates additional offices in Boston, New York, Austin, Tokyo, London, and Bangalore, our founding city. We are a privately held company backed by notable investors, including Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. To dive deeper into our vision, visit postman.com or connect with us on X via @getpostman.
P. S: We highly recommend reading The 'API-First World' graphic novel to gain insights into our broader vision at Postman.
The Opportunity
We are looking for a Compensation Analyst to take charge of the design, documentation, and ongoing management of compensation plans that promote desired behaviors and outcomes throughout our organization. This role will primarily target the GTM (Go-To-Market) organization, translating our GTM strategy into clear, scalable, and measurable incentive mechanics that effectively balance growth acceleration, operational efficiency, and customer value. You will collaborate closely with Leadership, Operations, Finance, and People teams to ensure our compensation plans remain competitive, compliant, and operationally robust.
What You’ll Do
- Lead the design of compensation plans organization-wide with particular emphasis on GTM roles (e.g., Enterprise/Commercial AEs, SDR/BDR, AM/CSM overlays when applicable), aligning incentives with Postman’s GTM strategy.
- Convert desired behaviors into plan mechanics (pay mix, OTE, quota alignment, thresholds, accelerators/decelerators, crediting rules, SPIFFs).
- Develop and maintain compensation models to analyze payout curves, attainment distributions, cost of sales, and scenario impacts; provide recommendations for optimizations based on data insights.
- Collaborate with Sales Leadership, Revenue Operations, and Finance to ensure plans are measurable, operational within our systems, and accurately forecastable/accruable.
- Establish governance for plan modifications, exceptions, and approvals; maintain audit-ready processes and robust internal controls.
- Manage plan documentation and communication (plan letters, policies/FAQs, rollout materials) to ensure clarity and trust among representatives and managers.
- Conduct compensation performance reviews monthly and quarterly; identify unintended outcomes and drive continuous improvements.

