Director, Sales Strategy

About the team

Zillow's Agent Sales organization empowers real estate professionals with the solutions and technology they need to succeed in today's dynamic market. As the bridge between Zillow's innovative platform and the agent community, we're dedicated to creating tools and partnerships that drive meaningful results.
The GTM Strategy & Operations team acts as our internal strategy house, architecting sophisticated business models that deliver tangible value to agents while building sustainable, scalable revenue streams for Zillow. We work cross-functionally to optimize pricing strategies, refine go-to-market approaches, identify growth opportunities, and translate market insights into actionable business initiatives that strengthen our position as the industry's most trusted partner for real estate professionals.

About the role

We're seeking a Director of Sales Strategy & Operations reporting to the Sr. Director of GTM Strategy and Planning to drive performance optimization, sales execution, and operational excellence across our Agent solutions portfolio. You'll lead a team of strategic business partners who serve as trusted advisors to segment and channel leaders across Sales and Customer Success, helping them exceed performance targets through insights, strategy, and operational efficiency.

You'll lead critical business rhythms including Weekly Business Reviews, sales play development, and comprehensive pipeline management. You'll also drive operational improvement programs that eliminate inefficiencies, enhance productivity, and scale our go-to-market capabilities. Working directly with Sales and CSM leadership, the GTM Strategy team, Business Intelligence, and cross-functional partners, you'll ensure our go-to-market teams have the data, insights, and operational frameworks needed to execute at the highest level.

The ideal candidate brings a consulting mindset, analytical, execution-focused, and adept at building trusted advisory relationships with senior sales and csm leaders. You'll develop a team that combines strategic thinking with operational rigor, translating data into actionable insights that drive revenue growth and performance improvement.

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 to meet targets

• Lead operational improvement programs that enhance sales productivity, streamline workflows, and scale go-to-market capabilities. Identify process bottlenecks, design solutions, and drive cross-functional implementation of operational enhancements

• Develop and execute sales plays in partnership with Sales and CSM leadership that drive customer acquisition, product adoption, retention, and revenue growth

• Collaborate with the Business Intelligence team to build comprehensive performance dashboards and analytics that provide real-time visibility into sales metrics, conversion rates, productivity benchmarks, and leading indicators

• Partner with central planning and comp teams on territory design, quota setting, and program execution, ensuring alignment between strategic plans and field execution while advocating for segment-specific needs

• 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 that improve productivity and customer experience

• Provide analytical input and scenario modeling for headcount planning, supporting long-term capacity and resource decisions

• Drive cross-functional alignment across Sales, CSM, Marketing, Product, and Finance on strategic initiatives, ensuring seamless execution and performance optimization

• Recruit, mentor, and develop a high-performing team of strategic business partners, fostering a culture of analytical rigor, strategic thinking, and customer-centricity

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 $175,200.00 - $279,800.00 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 $166,400.00 - $265,800.00 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

• The Strategic Consultant: Strategy Consulting with transition into Sales Operations, Revenue Operations, or GTM Strategy. Proven ability to structure ambiguous problems, develop frameworks, and build trusted advisory relationships with senior leaders

• The Performance Driver: Deep expertise in pipeline management, sales performance optimization, and identifying levers that drive revenue growth and productivity improvement

• The Operational Excellence Leader: Track record of leading process improvement initiatives and operational transformation programs that deliver measurable business impact

• The Analytics Expert: Strong proficiency in building performance tracking systems, forecasting models, and executive dashboards, with ability to translate complex data into clear insights and recommendations

• Analytically Rigorous: Expert hands-on analytical skills with ability to interpret complex datasets, identify trends and root causes, and develop data-driven solutions to performance challenges

• Exceptional Communicator: Outstanding verbal and written communication abilities with consulting-caliber presentation skills. Proven experience delivering clear, compelling presentations to executives, facilitating productive business reviews, and influencing without authority

• Strategic Problem-Solver: Intellectually curious with demonstrated ability to diagnose performance issues, identify opportunities, and implement effective solutions for complex business challenges with a structured, hypothesis-driven approach

• Agile Collaborator: Highly motivated with ability to work effectively across functions, build strong relationships, adapt quickly to changing priorities, and drive alignment in matrixed environments

• People Leader: Passionate about developing talent, with track record of building high-performing teams that combine strategic thinking with operational excellence

Required Qualifications

• Education: Bachelor's degree in Business, Finance, Economics, Engineering, or related quantitative field; Master's degree or MBA preferred

• Experience: 10+ years total experience with Management Consulting background required (3+ years at top-tier strategy firms preferred) plus 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

• Technical Expertise: Expert proficiency in Excel modeling and SQL for deep-dive analysis; extensive experience with Salesforce, Tableau, and sales analytics platforms

• Executive Presence: Ability to synthesize complex performance data into compelling executive-level narratives, facilitate strategic discussions in WBR and leadership forums, and influence senior stakeholders through data-driven insights and consulting-style recommendations

Get to know us

At Zillow, we’re reimagining how people move—through the real estate market and through their careers. As the most-visited real estate platform in the U.S., we help customers navigate buying, selling, financing and renting with greater ease and confidence. Whether you're working in tech, sales, operations, or design, you’ll be part of a company that's reshaping an industry and helping more people make home a reality.

Zillow is honored to be recognized among the best workplaces in the country. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2025, and included on the PEOPLE Companies That Care® 2025 list, reflecting our commitment to creating an innovative, inclusive, and engaging culture where employees are empowered to grow.

No matter where you sit in the organization, your work will help drive innovation, support our customers, and move the industry—and your career—forward, together.

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.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.