Senior Manager, GTM Strategy & Compensation
About The Position
Zillow's Agent Sales organization empowers real estate professionals with the solutions and technology they need to succeed in today's dynamic market. Compensation strategy sits at the center of this work — shaping seller and advisor behavior, aligning incentives to business performance outcomes, and ensuring our go-to-market investments drive measurable revenue results across Zillow's full suite of products and solutions. We're seeking a Sr. Manager of GTM Compensation to own the strategy and design of incentive compensation and quota across our Sales and Customer Success organizations. You will serve as Zillow's internal compensation and quota thought leader — architecting plans that are directly tethered to business performance, competitively structured, and built to scale across multiple products and lines of business. This role spans meaningfully different go-to-market motions — hunter and farmer sales roles, product overlay, and adoption-focused CSMs, each requiring distinct plan mechanics tied to the specific business outcomes they drive. The ideal candidate brings consulting-level rigor to incentive plan design, deep fluency in sales comp mechanics across varied role types, and a strategic mindset that shapes how Zillow goes to market.
Requirements
- Bachelor's degree in Business, Finance, Economics, or related field; MBA preferred
- 7+ years in Sales Compensation within Enterprise Software or Technology, with direct ownership of incentive plan design across multiple role types
- Demonstrated experience designing plans for diverse GTM motions, direct sales, advisory/consultative, and customer success tied to measurable business outcomes
- Management consulting background strongly preferred, particularly in comp strategy, sales effectiveness, or commercial model design
- Proven track record leading comp design cycles from strategy through field rollout in complex, multi-product organizations
- 5+ years of people management experience
- Expert Excel modeling skills; experience with Salesforce, Tableau, Anaplan, and comp analytics platforms
- Executive presence: able to translate complex comp mechanics into clear narratives for senior leadership
Responsibilities
- Own the end-to-end design of incentive comp plans across Sales, and CSM roles, including OTE structure, quota-to-pay mechanics, accelerators, SPIFs, and overlay arrangements
- Anchor every plan to business performance outcomes, ensuring comp directly incentivizes revenue, retention, adoption, and growth across Zillow's portfolio
- Lead comp design cycles with GTM leadership, Finance, and People from strategy alignment and scenario modeling through documentation and approval
- Build financial modeling capabilities to evaluate plan options, forecast comp costs, and present trade-offs clearly to executive leadership
- Monitor market benchmarks to keep Zillow's comp programs competitive for top sales, advisory, and CS talent
- Own quota strategy across all covered roles, establishing the philosophy, methodology, and governance that connects market opportunity, business targets, and individual accountability
- Lead quota-setting processes including allocation, adjustments, new hire ramp schedules, and territory-based modeling grounded in performance data and business targets
- Advise GTM leadership on comp and quota implications of role changes, territory shifts, and new product launches, ensuring incentive design is considered upstream, not retrofitted
- Partner with RevOps and BI to deliver ongoing visibility into plan effectiveness, payout distributions, and quota attainment across role types and products
- Build and develop a team of comp analysts and strategists with strong governance practices and analytical rigor
Benefits
- equity awards
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What This Job Offers
Job Type
Full-time
Career Level
Senior
