Note: The job is a remote job and is open to candidates in USA. Zillow is a leading real estate platform in the U.S., and they are seeking a Senior Sales Planning Manager to lead the strategy and execution of sales planning functions. The role focuses on optimizing sales coverage, headcount forecasting, and book of business strategy to drive revenue growth and improve frontline productivity.
Responsibilities
- Lead sales coverage planning and optimization for Zillow Preferred Growth Advisors and Growth Specialists, designing scalable coverage models that balance partner demand, advisor capacity, and growth
- Own frontline headcount planning and allocation, developing capacity models that align hiring plans with revenue targets, productivity assumptions, and market demand
- Define and evolve Book of Business strategy, including book sizing, assignment methodologies, coverage rules, and sales segmentation approaches that translate partner segmentation into equitable, high-performing portfolios
- Shape sales segmentation strategy, partnering with Insights, GTM, and leadership to refine how partners and markets are grouped to maximize sales productivity and coverage effectiveness
- Translate business strategy into operational plans by building scalable frameworks and operating rhythms that improve transparency and repeatability across planning cycles
- Partner cross-functionally with Sales, Finance, Recruiting, and BizOps to align on trade-offs, priorities, and execution
- Analyze performance data and market dynamics to identify gaps, optimize resource allocation, and recommend strategic adjustments
- Lead through ambiguity and change, helping the organization navigate growth, re-segmentation, and evolving business needs
Skills
- 6+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a related field, including deep focus on sales planning, coverage design, headcount modeling, and segmentation in scaling organizations
- Highly analytical and data-driven, with a track record of using performance metrics, forecasting inputs, and financial constraints to build scenario-based planning frameworks and inform decisions
- Built or evolved scalable planning systems, including coverage models, capacity plans, and book of business designs, in growth-stage or marketplace environments
- Strong business acumen and can connect operational decisions to revenue outcomes and partner experience, with experience supporting mid-to-large, multi-layered sales organizations
- Excel at translating high-level business goals into concrete plans, balancing strategic thinking with the operational detail needed to implement them in a fast-paced environment
- Experience influencing senior stakeholders and driving alignment across cross-functional teams, including Sales, Finance, Recruiting, and BizOps, without direct authority
- Effective communicator who can translate complex analyses into clear recommendations and actionable plans for varied audiences
- Comfortable navigating ambiguity and change, with the ability to help an organization adapt through re-segmentation, growth, and evolving business needs
Benefits
- In addition to a competitive base salary this position is also eligible for equity awards based on factors such as 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.
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