Pranav B.

As the first hire in the function, I built Postman's Strategy and Business Operations practice from the ground up, scaling it into a high-performing team that sits at the center of the company's revenue engine. The results speak for themselves: revenue growth of 14x, Enterprise ARR expanded from zero to hundreds of millions, and GTM headcount scaled from 10 to 400+. I lead the full spectrum of go-to-market strategy and operations. On the planning side, this means owning the 3-year growth roadmap, capacity and quota planning, territory design, and org structure. On the execution side, I drive the programs, processes, and infrastructure that make the strategy real, from churn prediction models and account health scoring to expansion sales programs and automated lead routing. Across every area I've touched, the pattern is the same: identify the constraint, design the solution, and move the needle. I also serve as the connective tissue across the organization, leading board meeting preparation, instituting MBRs and QBRs, and building the forecasting models and dashboards that keep leadership aligned and decisions grounded in data.

I work with SaaS & AI startups and venture capital firms on the challenges that matter most at each stage of growth: go-to-market strategy, revenue operations, and building the foundations that make scale repeatable. Having built these functions from scratch at Postman, I bring a practitioner's perspective to the table, not frameworks from a distance, but hard-won experience from doing the work.

As a Consultant and later Senior Consultant at Deloitte, I worked at the intersection of GTM strategy and business operations, advising Fortune 500 technology companies and leading strategic initiatives for Deloitte's Cloud practice. My work spanned go-to-market planning, sales excellence programs, pipeline management, and joint GTM strategy with major cloud hyperscalers. I also led operating model transformations for large enterprises, helping organizations restructure for efficiency and execute complex, high-stakes programs within aggressive timelines. Promoted on a fast track and recognized with multiple awards, I left Deloitte with a deep foundation in how large, complex organizations grow, and a conviction that strategy is only as good as its execution.

As one of the earliest enterprise sales hires at Freshworks, I managed key accounts across two high-growth territories, first the US West Coast and then Continental Europe, consistently exceeding quota across nearly three years in the role, attaining 130% in 2014, 140% in 2015, and 127% in 2016. Beyond hitting numbers, I was drawn to the strategic side of the work: identifying cross-sell opportunities, collaborating with product and engineering to address churn, and pioneering sales experiments that created new playbooks for the team. It was here that I developed a deep appreciation for what makes revenue engines work, and what breaks them, a perspective that has shaped everything I've built since.

Specialization: Strategy, Marketing and Public Policy

Graduated with Distinction and a Deans Lister