Job Description

About the team

At Zillow, we're transforming how people move. As a Sales Performance Manager, you’ll play a key role in building the sales architecture that powers one of the most visited real estate platforms in the U.S. You’ll work with smart, collaborative teammates in a fast-paced, mission-driven environment where your insights truly matter.
The Sales Performance & Operations team at Zillow Group is committed to enhancing sales effectiveness and operational efficiency. We collaborate across departments to provide our sales teams with strategic planning, data-driven insights, and performance optimization. Our mission is to enable our sales force to meet their goals and contribute to revenue growth.

About the role

Zillow Group is seeking a data-driven, strategic, and highly collaborative Sales Performance Manager to help scale and optimize our go-to-market engine, with a strong focus on our growing Rentals business. In this role, you’ll design and refine our approach to territory planning, quota setting, account Performance, and Total Addressable Market (TAM) analysis. Your work will directly influence how we allocate resources, identify growth opportunities, and achieve revenue targets across the organization.

Key Responsibilities

Territory & Quota Planning (40%)
Build and manage scalable frameworks for sales territory design and quota distribution. Ensure alignment with market potential, sales capacity, and business objectives across regions and customer segments.

TAM, Account Performance & Planning (35%)
Conduct Total Addressable Market (TAM) modeling, whitespace analysis, and customer segmentation. Collaborate with Sales and Marketing to drive effective account targeting and prioritization.

Rentals Market Analytics (25%)
Lead analytics for Zillow’s Rentals business. Identify trends in customer behavior, funnel performance, and regional outcomes. Provide insights to guide strategic decisions and improve sales execution.

Job Duties

Develop and manage a repeatable process for territory assignments and quota planning

Partner with Finance and Revenue Operations to align planning models with financial targets

Design account segmentation strategies to support go-to-market focus and rep specialization

Perform TAM and whitespace analysis to surface growth opportunities by region and vertical

Analyze rentals performance data to uncover trends and optimize pipeline efficiency

Lead executive-facing presentations to share insights and influence Performance

Collaborate cross-functionally with Product, Marketing, Programs and Sales Enablement

Monitor key KPIs and sales metrics; proactively identify and address performance gaps

Assist in annual and quarterly planning cycles including capacity and headcount modeling

Support development of tools, dashboards, and documentation that improve Performance execution

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, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $144,800.00 - $231,200.00 annually. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont the standard base pay range for this role is $137,500.00 - $219,700.00 annually. The base pay range is specific to these locations 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. Employees in this role will not be paid below the salary threshold for exempt employees in the state where they reside.

Who you are

Minimum Qualifications

6+ years of experience in sales Performance, business operations, consulting, or a related field

5+ years leading a team

Advanced proficiency in Excel and/or SQL for data analysis

Hands-on experience with Salesforce and BI tools (Tableau or equivalent)

Strong communication skills with a proven ability to influence across functions

Bachelor’s degree in Business, Finance, Economics, or a related discipline

Preferred Qualifications

8+ years of relevant experience

MBA or relevant advanced degree

Experience working in real estate, proptech, or digital marketplaces

Prior experience with rentals or housing markets

Familiarity with sales planning tools and territory/quota systems