Senior Manager, Sales Operations



Sales & Business Development, Operations
United States · Remote
Posted on Wednesday, March 13, 2024

About the team

Zillow Group’s mission is to build the world’s most trusted and vibrant home related marketplace. Our largest business unit, Premier Agent, introduces consumers who are looking to buy or sell homes to real estate agents who can help them do so. The Business Operations is the engine that pushes our business forward. Our team is responsible for developing sales and business strategy through operations and execution. We believe in autonomy and moving quickly, so self-motivated, problem solvers who thrive in ambiguity.

We are seeking a Sales Operations leader to join us to drive sales effectiveness mechanisms including sales compensation design, planning and performance tracking, headcount planning and optimization, evaluating key metrics including cost of sales (COS) and return on investment (ROI) to figure out efficiency of the sales team and ensuring the right introspection rhythms are in place. This individual will lead a team of 4-5. An ideal candidate is a quick learner, sees around corners, is an excellent cross-functional communicator, and has a passion for building data driven solutions.

About the role

Sales Effectiveness Mechanisms

  • Drive business strategy to incentive compensation plan design including sales compensation and engage with our sales leaders and sales compensation teams to model scenarios and run analyses around quota setting and adjusting various levers to determine efficient sales compensation plans to drive the best business outcomes and results.
  • Engage in leadership discussions about sales incentives and compensation, influencing at high levels of the organization, using data analysis and compensation standard methodologies, and ensuring agreements are reached.
  • Ensure compliance to compensation plans and operational processes, including monthly oversight of compensation eligibility (business rules) and payouts.
  • Be accountable for the headcount optimization processes to support the business to improve revenue and contribution margin. Ensure continuous communication with the sales leaders and clear headcount planning and reporting process to mitigate any future headcount gaps due to impact of compensation changes, attrition, leave of absences etc.
  • Responsible for facilitating recurring (monthly & quarterly) business reviews requiring cross-functional leadership across PA sales and operations teams.
  • Lead strategic cross-functional projects end-to-end that can span 2 weeks to 2 quarters. Scope of projects can include designing and implementing new headcount planning and optimization tools and reporting, developing new sales compensation processes and enhancing introspection rhythms.

Stakeholder Management and Communication

  • Communicate sophisticated concepts in an easy to understand and productive way to a diverse set of stakeholders through presentations and other deliverables.
  • Partner cross-functionally to define and develop performance measures and implement reporting tools to monitor performance and empower decisions.
  • Nurture the initiatives you are working on, cultivating confidence and passion for the vision with partners and impacted teams.
  • Craft timely and accurate communications for business partners and senior leaders.
  • Partner with other analyst teams to ensure sharing of standard processes and user insights.
  • Leverage sound business judgment to balance driving the best business outcomes with the needs of our cross-functional partners

People Management

  • Create an inspiring team environment with an open communication culture.
  • Accomplish the functional objectives by communicating job expectations; planning, monitoring, and evaluating results for direct reports.
  • Set clear team goals, delegate tasks and set deadlines.
  • Empower team members and develop personal growth opportunities.
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. Employees may live in any of the 50 US States, with limited exceptions. In certain cases, an employee in a remote-designated job may need to live in a specific region or time zone to support customers or clients as part of their role.In California, Colorado, Connecticut, Hawaii, Nevada, New York and Washington the standard base pay range for this role is $141,700.00 - $226,300.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Nevada, New York and Washington 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

  • 10+ years demonstrated ability in Sales Compensation, Sales Finance, Sales Operations and/ or Strategy with at least 5 of these years leading teams and managing direct reports.

  • An analytical problem solver comfortable solving ambiguous, sophisticated 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.

  • Highly proficient in varying analytical and data visualization tools (Excel, SQL, Anaplan, Smartsheet, Salesforce, and Tableau).

  • Exceptional attention to detail, follow-through, and ability to anticipate downstream challenges.

  • Experience running cross-functional initiatives.

  • Outstanding communication, interpersonal, and presentation skills with ability to use data to tell a compelling story.

  • Intellectual curiosity, with a strong desire to learn and test new insights and processes.

Get to know us

Zillow is reimagining real estate to make home a reality for more and more people.

As the most-visited real estate website in the United States, Zillow® and its affiliates help movers find and win their home through digital solutions, first class partners, and easier buying, selling, financing and renting experiences. Millions of people visit Zillow Group sites every month to start their home search, and now they can rely on Zillow to help make it easier to move. The work we do helps people get home and no matter what job you're in, you will play a critical role in making home a reality for more and more people.

Our efforts to streamline the real estate transaction are supported by a deep-rooted culture of innovation, our passion to redefine the employee experience, a fundamental commitment to Equity and Belonging, and world-class benefits. These benefits include comprehensive medical, dental, vision, life, and disability coverages as well as parental leave, family benefits, retirement contributions, and paid time off. We’re also setting the standard for work experiences of the future, where our employees are supported in doing their best work and living a flexible, well-balanced life. But don’t just take our word for it. Read recent reviews on Glassdoor and recent recognition from multiple organizations, including: the 100 Best Companies to Work For, Glassdoor Employees’ Choice Award, Bloomberg Gender-Equality Index, Human Rights Campaign (HRC) Corporate Equity Index, and TIME 100 Most Influential Companies list.

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. If you have a disability or special need that requires accommodation, please contact us at

Applicants who receive job offers from Zillow Group will be asked to sign a Proprietary Rights Agreement which includes confidentiality, intellectual property assignment, customer and employee non-solicitation, and non-competition provisions. If you are contacted for a role at Zillow Group and wish to review a copy of the Proprietary Rights Agreement prior to receiving an offer, you may request a copy from your Recruiter.