Director, Sales Strategy

Zillow

4d•$166,400 - $279,800•Remote

About The Position

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.

Requirements

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

Nice To Haves

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

Responsibilities

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