Senior Deal Operations Analyst

About the role

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 senior, highly driven operator to join the Deal Operations team at Postman. The Senior Deal Operations Analyst reports into the Head of Deal Operations within the Revenue Operations organization and serves as the primary Deal Operations presence for our London region. This role works cross-functionally with Sales, Finance, Legal, Renewals, and Orders throughout the full deal cycle — spanning quote creation, approvals, order form execution, opportunity management, and bookings — ensuring all activity complies with Postman's policies and processes. The Revenue Operations team is integral to the success of our Sales and Customer Success organizations, driving revenue, renewals, and operational efficiency across the business. In this role, you will not only execute day-to-day deal operations but bring a strategic, consultative approach that helps sales reps close faster and smarter. This is a hybrid position based in our London office. What You’ll Do - Own the creation of Quotes and Order Forms for Corporate and Enterprise sales deals in the EMEA region - Review and approve Quote requests, applying sound judgment on non-standard terms and escalations - Lead the end-to-end order cycle for customer bookings, ensuring quality, accuracy, and efficiency at every stage - Serve as a trusted operational partner to EMEA sales reps — joining customer calls when needed to reinforce contract processes and terms - Own escalation handling for complex or exception-based booking requests, driving resolution with appropriate stakeholders - Identify and resolve discrepancies in ARR calculations, partnering with Finance on reconciliation - Consult on non-standard, custom, and complex deal structures to ensure quotes and order forms reflect the true intent of the deal - Drive cross-functional alignment with Finance, Legal, Renewals, Collections, and other internal teams to keep deal flow moving - Maintain accurate deal data in Salesforce and conduct post-close transaction audits - Lead and contribute to process improvement initiatives — documenting workflows, enabling the sales org on deal submissions and contract tooling, and helping build scalable Deal Ops infrastructure About You - 4+ years of experience in Deal Operations, Contract Operations, Deal Desk, or a closely related function - Hands-on experience with Ironclad for contract management workflows - Proficiency in Salesforce CPQ for quote-to-cash processes - Deep understanding of the full deal cycle, from opportunity to executed contract, with the ability to consult AEs at every stage - Experience working cross-functionally with Finance and Legal on deal structuring and approvals - Comfortable operating in a fast-moving, low-process environment — you build as you go and don't wait for a playbook - Strong working knowledge of Salesforce, Microsoft Excel, and Google Suite - Ability to work non-standard hours at month-end and quarter-end, including evenings and weekends when the business requires it - Exceptionally detail-oriented — you take pride in accuracy and hold yourself to a high standard without being managed to it - Strong communicator who can translate the needs of the sales team to legal, finance, and operations stakeholders with clarity and credibility - Highly organized with the ability to manage multiple competing priorities under pressure and still deliver quality work - A partner, not a gatekeeper — you understand that your job is to help deals close, not block them - Kindness and consideration in every interaction with peers, partners, and customers 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...

Key responsibilities

• check_circleCollaborate with the team on day-to-day project tasks
• check_circleLearn tools and processes used by the organization
• check_circleDocument work and participate in team meetings
• check_circleSupport quality checks and continuous improvement

Requirements

• check_circleOwn the creation of Quotes and Order Forms for Corporate and Enterprise sales deals in the EMEA region
• check_circleReview and approve Quote requests, applying sound judgment on non-standard terms and escalations
• check_circleLead the end-to-end order cycle for customer bookings, ensuring quality, accuracy, and efficiency at every stage
• check_circleServe as a trusted operational partner to EMEA sales reps — joining customer calls when needed to reinforce contract processes and terms
• check_circleOwn escalation handling for complex or exception-based booking requests, driving resolution with appropriate stakeholders
• check_circleIdentify and resolve discrepancies in ARR calculations, partnering with Finance on reconciliation
• check_circleConsult on non-standard, custom, and complex deal structures to ensure quotes and order forms reflect the true intent of the deal
• check_circleDrive cross-functional alignment with Finance, Legal, Renewals, Collections, and other internal teams to keep deal flow moving
• check_circleMaintain accurate deal data in Salesforce and conduct post-close transaction audits
• check_circleLead and contribute to process improvement initiatives — documenting workflows, enabling the sales org on deal submissions and contract tooling, and helping build scalable Deal Ops infrastructure
• check_circle4+ years of experience in Deal Operations, Contract Operations, Deal Desk, or a closely related function
• check_circleHands-on experience with Ironclad for contract management workflows

Skills & keywords

Benefits & perks

• check_circleMentorship
• check_circleCertificate of completion
• check_circleFlexible work arrangement where applicable