Job Description

About the team

The ASA (Agent Software and Advertising) organization at Zillow creates value for real estate professionals through our marketing, sales and productivity offerings. The team’s primary focus is the development and promotion of our Showcase and Premier Agent buyer leads products. We work closely with real estate professionals to ensure their successful adoption and utilization of our solutions that drive the growth of their businesses.

The Department:

The ASA Sales Operations team comprises 5 main pillars: Planning & Insights, Sales Strategy, Systems, Governance, and Enablement. 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. This role directly contributes to setting the right compensation levers, the optimal quota and target deployment, defines capacity plans and guides performance management guidelines.

About the role

Zillow is looking for an analytical problem solver with strong business acumen to join our Sales Operations - Sales Planning and Compensation team. You will be involved in a number of projects including sales headcount capacity planning,  sales compensation strategy, sales compensation performance tracking, quota & target deployment, ROI/Cost of Sales tracking, performance management guidelines and ongoing optimization of roles driving the success of the Sales org. You will work with Sales Ops peers and sales leaders, as well as key cross-functional partners including Sales Finance (compensation shared services), FP&A, HR and Recruiting to successfully operationalize our vision and strategy.

What you’ll do:

Capacity Planning: Contribute to the design, deployment and operationalization of our quota-carrying and sales support capacity, including development of on-going reporting and various insights and dashboards to drive decision making. You will be a key point of contact within the team for maintaining and enhancing our access and visualization of our sales headcount planning and optimization processes.

Compensation & Performance Design: In partnership with Sales Finance (Compensation Shared Services), HR, Legal, FPA, Sales Ops Governance, & Sales Leadership, recommend compensation and performance management measures that drive rep productivity and achieve strategic goals. Processing of Sales Compensation commissions is done by Sales Finance and Sales Compensation cases are owned by a sister team Sales Operations Governance.

Sales Compensation Insights: Author monthly and quarterly newsletters powered by compensation, performance and capacity insights to drive strategic decision making.  Examples: monthly compensation performance reporting cohort analyses, attainment and performance trends by role and region vs. supply and demand to deliver insights on key trends and problem areas.

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 California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Nevada, New Jersey, New York, Rhode Island, Vermont, Washington state, and Washington DC the standard base pay range for this role is $88,200.00 - $140,800.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Nevada, New Jersey, New York, Rhode Island, Vermont, Washington state, and Washington DC and may not be applicable to other locations.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

Candidates that meet most of the criteria below are strongly encouraged to apply:

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

Strong financial modeling skills, including proficiency in Excel, with ability to blend quantitative and qualitative data to make people related decisions

Experience with SQL, Tableau, and other Business Intelligence and Data Visualization tools strongly desired

Advanced communicator with 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

Qualifications:

3+ years of experience in a sales compensation design, sales planning, strategic insights or similar role

Proven experience in Business Operations, Sales Operations, Sales Finance, Management Consulting, or a comparable field