Senior Manager, Sales Operations and Planning

About the teamZillow 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 seeking a highly analytical, strategic, and collaborative Senior Manager to build and lead the Sales Operations and Planning team within Sales Operation. This team will be focused on data-driven decision-making to optimize performance for our sales organization. This role is pivotal in driving business insights, shaping sales strategies, and enabling data fluency across sales leadership, broader Business Operations, and our support functions.

You will lead a team of analysts and work cross-functionally to deliver high-impact analyses, business recommendations, and frontline reporting that enhance our mortgage sales effectiveness and support Zillow’s broader mission to simplify real estate transactions.

What you’ll do:

• Team Leadership: Build a high-performing Sales Analytics function within ZHL’s Sales Operations team & partner with Sales leadership to optimize sales performance and drive adoption of frontline reporting and tooling
   

• Senior Stakeholder Management:: Develop and present impactful analyses, dashboards, and strategic recommendations to senior executives and stakeholders

• Cross-functional Leadership: Act as a strategic partner to Sales, Finance, Marketing, and Product teams to align on initiatives, share insights, and drive operational excellence.
   

• Sales Performance: Own and be accountable for driving sales productivity improvements across core sales metrics; lead business review meetings with frontline sales leaders to ensure reinforcement of core sales metrics and sales motion improvements

• Sales Tooling: Partner with Business Analytics and Data Engineering to design and maintain scalable reporting solutions on core KPIs including lead conversion, pipeline velocity, rep performance, and partner engagement

• Headcount & Territory Planning: Own the analytical framework for capacity management, including regional headcount and territory planning to enable load balancing and business growth

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

• 10+ years of relevant experience, preferably within high-growth startups, fintech, investment banking and/or management consulting

• 5+ years of experience as a sales operations manager with experience working with a high velocity, high volume sales team

• 3+ years of people management experience

• Expertise in sales analytics or revenue operations; experience in the mortgage, fintech, or high-growth SaaS industries preferred

• Experience partnering with front-line sales leaders to drive sales performance and operational excellence

• Strong program management skills with experience leading end-to-end execution of projects/programs that have transformed company operations and delivered quantifiable business impact

• Advanced knowledge of SQL, Excel, and data visualization tools (e.g., Tableau, Power BI); familiarity with Python or R is a plus

• Solid understanding of CRM systems (e.g., Salesforce), contact center metrics, and customer lifecycle analytics.

• First-principles thinker (e.g., ability to question how we are working rather than simply executing)

• Excellent written and verbal communication with strong executive presence

• An ability to execute with minimal guidance, and in contexts with a high degree of ambiguity

• 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.