Zillow Group is looking for a Director, Sales Strategy to drive performance optimization, sales execution, and operational excellence across the Agent solutions portfolio. Reporting to the Sr. Director of GTM Strategy and Planning, you will lead a team of strategic business partners who serve as trusted advisors to sales leaders.
What You'll Do
- Lead a team of strategic business partners who serve as trusted advisors to segment and channel leaders, providing insights, recommendations, and operational support to help them exceed performance targets.
- Own Weekly Business Reviews (WBR), driving pipeline management, performance tracking, and revenue forecasting accuracy to identify gaps, surface opportunities, and align resources.
- Lead operational improvement programs that enhance sales productivity, streamline workflows, and scale go-to-market capabilities.
- Develop and execute sales plays in partnership with Sales and CSM leadership to drive customer acquisition, product adoption, retention, and revenue growth.
- Collaborate with the Business Intelligence team to build comprehensive performance dashboards and analytics.
- Partner with central planning and comp teams on territory design, quota setting, and program execution.
- Enable leadership decision-making through advanced analytics, business insights, and strategic recommendations on resource allocation, coverage models, and go-to-market priorities.
- Drive operational efficiency by identifying process improvements, eliminating friction in sales workflows, and implementing best practices.
- Provide analytical input and scenario modeling for headcount planning.
- Drive cross-functional alignment across Sales, CSM, Marketing, Product, and Finance on strategic initiatives.
- Recruit, mentor, and develop a high-performing team of strategic business partners.
What We're Looking For
- Bachelor's degree in Business, Finance, Economics, Engineering, or a related quantitative field.
- 10+ years total experience with a Management Consulting background required.
- 6+ years in Sales Operations, Revenue Operations, or GTM Strategy within Enterprise Software or Technology.
- Proven success leading operational improvement programs and process transformation initiatives.
- Demonstrated experience serving as a strategic business partner to senior sales leaders and leading performance management in high-growth sales organizations.
- 5+ years of people management experience, including hiring, developing, and retaining high-performing teams.
- Expert proficiency in Excel modeling and SQL for deep-dive analysis.
- Extensive experience with Salesforce, Tableau, and sales analytics platforms.
- Ability to synthesize complex performance data into compelling executive-level narratives and influence senior stakeholders.
Nice to Have
- Master's degree or MBA preferred.
- 3+ years at top-tier strategy firms preferred.
Technical Stack
- Excel
- SQL
- Salesforce
- Tableau
Team & Environment
You will report to the Sr. Director of GTM Strategy and Planning and lead a team of strategic business partners.
Benefits & Compensation
- In CA, CT, MD, MA, NJ, NY, WA state, and DC: $175,200.00 - $279,800.00 annually.
- In CO, HI, IL, MN, NV, OH, RI, and VT: $166,400.00 - $265,800.00 annually.
- Eligible for equity awards based on factors such as experience, performance, and location.
Work Mode
This is a remote role. U.S. employees may live in any of the 50 United States, with limited exceptions.
Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.
