Job Description

About the team

The Sales Operations team comprises 5 main pillars: Planning & Compensation, Sales Insights, Sales Strategy, Systems, and Governance. Together these 5 pillars have a core priority to Accelerate Sales Productivity by executing the right annual strategy, sales segmentation, compensation levers, quotas, capacity & performance management plan, systems that drive automation and governance rules.

About the role

Zillow seeks an analytical problem solver with strong business acumen to join our Sales Operations - Sales Planning and Compensation team. As a Senior Sales Planning Manager, you will work on sales headcount planning, compensation performance tracking, quota deployment, ROI tracking, and performance management. Collaborate with Sales Ops peers, sales leaders, and cross-functional partners including Sales Finance, FP&A, HR, and Recruiting to operationalize our vision and strategy.

You Will Get To:

Develop and deploy product specific quotas on a monthly basis for 300+ sales roles

Create scalable models by integrating data from various systems to drive pressure tested recommendations for quota deployment

Enhance sales compensation performance by developing monthly insights to evaluate and improve attainment distributions and compensation plans.

Deploy always on headcount capacity models and forecasts, incorporating total and sellable addressable market opportunity sizes, to achieve company revenue and adoption targets.

Deliver thought leadership by developing compelling business insights to understand causality and the impact of actions on business outcomes.

This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions.In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location. Actual amounts will vary depending on experience, performance and location.

Who you are

8+ years of experience in Sales and GTM Operations, with a strong focus on sales process optimization, quota setting, forecasting, capacity modeling, and the design and modeling of sales incentive compensation.

A world-class model builder with a thoughtful approach to complex issues and creating decision-making tools that allow for scenario modeling, review, augmentation, and handoff to key stakeholders.

An analytical problem solver comfortable tackling ambiguous, complex opportunities and driving the analysis.

Strong financial modeling skills, including proficiency in Excel, with the ability to blend quantitative and qualitative data to drive decision-making.

Experience with SQL, Tableau, and other Business Intelligence and Data Visualization tools in a way that surfaces key insights around the business in a simple way (Anaplan, Databricks).

Experience with sales tools including CRM tools - Salesforce preferred, Gong, Salesloft.

Advanced communicator with the ability to use data to tell a compelling story.

Experience managing stakeholders and priorities in a matrix environment with multiple influencers.

Intellectual curiosity, with a strong desire to learn new processes and systems.

Here at Zillow, we value the experience and perspective of candidates with non-traditional backgrounds. We encourage you to apply if you have transferable skills or related experiences.