Manager, Sales Performance

About the teamAt Zillow, we're transforming how people move. As a Sales Performance Manager, you’ll play a key role in building the sales architecture that powers one of the most visited real estate platforms in the U.S. You’ll work with smart, collaborative teammates in a fast-paced, mission-driven environment where your insights truly matter.
The Sales Performance & Operations team at Zillow Group is committed to enhancing sales effectiveness and operational efficiency. We collaborate across departments to provide our sales teams with strategic planning, data-driven insights, and performance optimization. Our mission is to enable our sales force to meet their goals and contribute to revenue growth.

About the role

Zillow Group is seeking a data-driven, strategic, and highly collaborative Sales Performance Manager to help scale and optimize our go-to-market engine, with a strong focus on our growing Rentals business. In this role, you’ll design and refine our approach to territory planning, quota setting, account Performance, and Total Addressable Market (TAM) analysis. Your work will directly influence how we allocate resources, identify growth opportunities, and achieve revenue targets across the organization.

Key Responsibilities

• Territory & Quota Planning (40%)
  Build and manage scalable frameworks for sales territory design and quota distribution. Ensure alignment with market potential, sales capacity, and business objectives across regions and customer segments.

• TAM, Account Performance & Planning (35%)
  Conduct Total Addressable Market (TAM) modeling, whitespace analysis, and customer segmentation. Collaborate with Sales and Marketing to drive effective account targeting and prioritization.

• Rentals Market Analytics (25%)
  Lead analytics for Zillow’s Rentals business. Identify trends in customer behavior, funnel performance, and regional outcomes. Provide insights to guide strategic decisions and improve sales execution.
   

Job Duties

• Develop and manage a repeatable process for territory assignments and quota planning

• Partner with Finance and Revenue Operations to align planning models with financial targets

• Design account segmentation strategies to support go-to-market focus and rep specialization

• Perform TAM and whitespace analysis to surface growth opportunities by region and vertical

• Analyze rentals performance data to uncover trends and optimize pipeline efficiency

• Lead executive-facing presentations to share insights and influence Performance

• Collaborate cross-functionally with Product, Marketing, Programs and Sales Enablement

• Monitor key KPIs and sales metrics; proactively identify and address performance gaps

• Assist in annual and quarterly planning cycles including capacity and headcount modeling

• Support development of tools, dashboards, and documentation that improve Performance execution

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 $144,800.00 - $231,200.00 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 $137,500.00 - $219,700.00 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

Minimum Qualifications

• 6+ years of experience in sales Performance, business operations, consulting, or a related field

• 5+ years leading a team

• Advanced proficiency in Excel and/or SQL for data analysis

• Hands-on experience with Salesforce and BI tools (Tableau or equivalent)

• Strong communication skills with a proven ability to influence across functions

• Bachelor’s degree in Business, Finance, Economics, or a related discipline
   

Preferred Qualifications

• 8+ years of relevant experience

• MBA or relevant advanced degree

• Experience working in real estate, proptech, or digital marketplaces

• Prior experience with rentals or housing markets

• Familiarity with sales planning tools and territory/quota systems

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.