Director, Sales Planning

About the teamThe ASA (Agent Software and Advertising) organization at Zillow creates value for real estate professionals through our marketing, sales and productivity offerings. The team’s primary focus is the development and promotion of our Showcase and Premier Agent buyer leads products. We work closely with real estate professionals to ensure their successful adoption and utilization of our solutions that drive the growth of their businesses.
The ASA Sales Operations team comprises 4 main pillars: Planning & Compensation, Sales Strategy & Insights, Systems, and Governance. Together these 4 pillars have a core priority to Accelerate Sales Productivity by executing the right annual strategy, sales segmentation, compensation levers, quotas, capacity & performance management plan, systems that drive automation and governance rules. This role directly contributes to setting the right compensation levers, the optimal quota and target deployment, defines capacity plans and guides performance management guidelines.

About the role

Zillow is looking for an highly analytical problem solver with expert business acumen to lead our Sales Operations - Sales Planning and Compensation team. You will steer a number of projects including sales headcount capacity planning,  sales compensation strategy, sales compensation performance tracking, quota & target deployment, ROI/Cost of Sales tracking, performance management guidelines and ongoing optimization of roles driving the success of the Sales org. You will partner directly with senior sales leaders, as well as key cross-functional partners including Sales Finance (compensation shared services), FP&A, HR and Recruiting to successfully drive our vision and strategy.

What you’ll do:

• Compensation & Performance Design: In partnership with Sales Finance (Compensation Shared Services), HR, Legal, FPA, Sales Ops Governance, Systems, & Sales Leadership, recommend compensation and performance management measures that drive rep productivity and achieve strategic goals. Processing of Sales Compensation commissions is done by Sales Finance and Sales Compensation cases are owned by a sister team Sales Operations Governance.

• Capacity Planning: Conduct and define the design, deployment and operationalization of our quota-carrying and sales support capacity, including development of on-going reporting and various insights and dashboards to drive decision making. Your team are the SMEs that maintain and enhance our insights and visualization of our sales headcount planning and optimization processes.

• Quota & Target Setting: In partnership with FPA & Sales Leadership, align company top-line metrics to Sales Targets. Transform Sales Targets to individual quotas aligned with our capacity plan and compensation design.

• Sales Compensation Insights: Direct cross-functional meetings powered by compensation, performance and capacity insights to drive strategic decision making.  Examples: monthly compensation performance reporting cohort analyses, attainment and performance trends by role and region vs. supply and demand to deliver insights on key trends and problem areas.

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, Colorado, Connecticut, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Nevada, New Jersey, New York, Rhode Island, Vermont, Washington state, and Washington DC the standard base pay range for this role is $167,900.00 - $268,100.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Nevada, New Jersey, New York, Rhode Island, Vermont, Washington state, and Washington DC 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.

Who you are

Candidates that meet most of the criteria below are strongly encouraged to apply:

• 10+ years of experience in a sales compensation design, sales planning, strategic insights or similar role

• Significant experience in Sales Operations, Business Operations, Sales Finance, Management Consulting, or a comparable field

• Analytical problem solver comfortable tackling ambiguous, complex opportunities and driving outcomes

• Expertise with financial modeling skills, including proficiency in Excel, with ability to blend quantitative and qualitative data to make people related decisions

• Expertise with SQL, Tableau, and other Business Intelligence and Data Visualization tools strongly desired

• Expert communicator with ability to use data to tell a compelling story

• Advanced skills managing stakeholders and priorities in a matrix environment with multiple influencers

• Intellectual curiosity, with a strong desire to learn new processes and 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.