Principal, Sales Strategy

Zillow

2d•$129,800 - $218,300•Remote

About The Position

Zillow's Agent Sales organization provides real estate professionals with solutions and technology. The GTM Strategy & Operations team partners with Sales and Customer Success leadership to develop business models and turn strategy into measurable performance. As Principal Sales Strategy Business Partner, you will serve as the embedded strategy lead for segment and channel owners, owning the analytical, operational, and strategic agenda that drives performance across your portfolio. You will help leaders diagnose challenges, allocate resources, and pursue growth by translating ambiguous problems into frameworks and decisions. The role combines strategic advice with responsibility for implementing recommendations and driving outcomes. You will report to the Director of Sales Strategy. This role is categorized as Remote. Remote employees do not have a permanent corporate office and 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 states, with limited exceptions. The position offers a base salary that varies by location, as well as eligibility for equity awards based on factors including experience, performance, and location.

Requirements

At least 8 years of go-to-market strategy experience across management consulting and in-house roles.
Significant experience within a direct B2B sales organization at a software or technology business.
Experience defining segmentation, territory, and coverage strategy with Sales leadership.
Ability to structure ambiguous operational problems, build frameworks, and deliver executive-ready recommendations.
Ability to build credible relationships with senior Sales leaders and influence without authority, with strong executive presence.
Analytical rigor and comfort working with complex datasets and SQL/Excel modeling to identify trends and root causes and translate findings into actionable insights.
Executive-grade communication skills, including the ability to synthesize complex data into clear narratives and recommendations.
A hypothesis-driven approach to ambiguous challenges, including identifying opportunities and implementing solutions.
A track record of process improvements that deliver measurable impact and the ability to drive alignment across functions in matrixed environments.
Proficiency with Salesforce, Tableau, and sales analytics platforms, as well as modern analytical and automation tools, including AI.

Responsibilities

Act as the primary thought partner to Sales segment and channel leaders on performance, resource allocation, and growth priorities.
Drive the Weekly Business Review cadence for assigned segments by defining performance metrics, improving forecast accuracy, and translating pipeline and performance signals into decisions and interventions.
Design, execute, and evaluate sales plays with Sales and Customer Success leadership, from initial hypothesis through post-mortem, to drive product adoption, retention, and revenue growth.
Establish analytical frameworks and modeling best practices, and raise the quality of insights across the GTM Strategy organization.
Identify process inefficiencies and bottlenecks, and lead cross-functional implementation of operational improvements that increase sales effectiveness.
Analyze activation, usage, and productivity; diagnose root causes of performance gaps; and provide data-backed recommendations to improve rep productivity and customer adoption.
Own analytical input and scenario modeling for territory design, headcount planning, and resource allocation.
Collaborate with GTM Strategy, Business Intelligence, Marketing, Product, and Finance to align on strategic initiatives and support execution.
Champion the adoption of AI and automation across business rhythms and analytical workflows.