Sr. Manager, Sales Operations and Planning
Zillow
About the team
Zillow Home Loans (ZHL) provides customers with a streamlined option for their home financing needs. By utilizing Zillow's home-buying expertise and cutting-edge technology, we’re working to create an easier, smoother ‘check-out’ experience for real-estate transactions.The Business Operations (“BizOps”) team serves as the central nervous system of ZHL, responsible for defining and delivering ZHL’s next phase of evolution and growth. This team focuses on our most critical and strategic cross-company projects, ranging from overall company strategy to owning key strategic projects in partnership with senior-most leaders across Zillow Group.
About the role
Zillow Home Loans is building a world-class direct-to-consumer mortgage sales organization, and we’re looking for a Senior Manager of Sales Operations & Planning to lead the strategy and analytics that drive performance across our Loan Officer team.
This is not a traditional enterprise/B2B Sales Ops role. Success here depends on experience in high-velocity, consumer-facing sales motions — where funnel speed, conversion, and agent productivity matter every single day. If you’ve supported licensed agents, call center sales teams, or consumer lending orgs at scale, this role is for you.
You will lead a team of analysts and partner with sales leadership to improve speed to contact, sales conversion, sales team effectiveness/productivity, while building the data infrastructure and planning models to fuel Zillow’s growth.
What You’ll Do
Funnel Ownership: Track and improve core consumer funnel metrics — assign-to-contact, contact-to-app, app-to-fund conversion, daily productivity pacing.
Sales Performance: Partner with frontline sales leaders to design and enforce KPIs that drive rep behavior and improve funded volume.
Capacity & Territory Planning: Build and manage headcount/capacity models to balance lead flow across hundreds of Loan Officers, optimizing both rep efficiency and customer experience.
Sales Tooling: Collaborate with Data Engineering & Business Analytics to deliver scalable reporting and dashboards in Salesforce, Tableau, and SQL.
Stakeholder Partnership: Act as a trusted advisor to senior leadership across Sales, Finance, Marketing, and Product, presenting actionable insights that shape strategy.
Team Leadership: Lead and mentor a team of analysts, fostering data fluency and operational rigor across the sales org.
Who you are
10+ years in Sales Operations, Revenue Operations, or Sales Strategy roles, with at least 5 years in high-velocity B2C/D2C environments (mortgage, consumer lending, insurance, telco, auto, or similar).
3+ years of people management experience.
Hands-on experience with consumer funnels and KPIs such as contact rates, conversion, sales team effectiveness and productivity.
Proven track record scaling sales ops for large sales teams (200+ reps/agents) in consumer-facing business with both inbound and outbound motions.
Strong technical skill set: Advanced SQL + Excel, Salesforce CRM expertise, and BI tools (Tableau, Power BI).
Experience partnering directly with Sales leadership and frontline team.
Bachelor’s degree required; MBA preferred.
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 your recruiter directly.
Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local law.
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.