Senior Sales Planning Manager

Zillow

10d•$120,700 - $203,000•Remote

About The Position

The Zillow Preferred team is at the forefront of transforming how real estate professionals grow their businesses through Zillow's platform. As the organization continues to scale, the complexity of our sales motion, spanning multiple segments, regions, and partner types, has grown significantly. The Sales Planning and Strategy function within Zillow Preferred's Business Operations team sits at the center of this evolution, turning business goals into clear, actionable plans across sales coverage design, headcount allocation, and book of business strategy. As a Senior Sales Planning Manager for Zillow Preferred, you will lead the strategy, design, and execution of core sales planning functions that directly impact revenue growth and frontline productivity. You will own sales coverage design, headcount forecasting, and book of business strategy for Growth Advisors and Growth Specialists, operating at the intersection of strategy and execution. You will partner closely with senior Sales leaders, Finance, Recruiting, and BizOps to make planning decisions that are data-driven, aligned to business priorities, and scalable as the organization evolves.

Requirements

6+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a related field, including deep focus on sales planning, coverage design, headcount modeling, and segmentation in scaling organizations
Highly analytical and data-driven, with a track record of using performance metrics, forecasting inputs, and financial constraints to build scenario-based planning frameworks and inform decisions
Experience building or evolving scalable planning systems, including coverage models, capacity plans, and book of business designs, in growth-stage or marketplace environments
Strong business acumen and can connect operational decisions to revenue outcomes and partner experience, with experience supporting mid-to-large, multi-layered sales organizations
Excel at translating high-level business goals into concrete plans, balancing strategic thinking with the operational detail needed to implement them in a fast-paced environment
Experience influencing senior stakeholders and driving alignment across cross-functional teams, including Sales, Finance, Recruiting, and BizOps, without direct authority
Effective communicator who can translate complex analyses into clear recommendations and actionable plans for varied audiences
Comfortable navigating ambiguity and change, with the ability to help an organization adapt through re-segmentation, growth, and evolving business needs

Responsibilities

Lead sales coverage planning and optimization for Zillow Preferred Growth Advisors and Growth Specialists, designing scalable coverage models that balance partner demand, advisor capacity, and growth
Own frontline headcount planning and allocation, developing capacity models that align hiring plans with revenue targets, productivity assumptions, and market demand
Define and evolve Book of Business strategy, including book sizing, assignment methodologies, coverage rules, and sales segmentation approaches that translate partner segmentation into equitable, high-performing portfolios
Shape sales segmentation strategy, partnering with Insights, GTM, and leadership to refine how partners and markets are grouped to maximize sales productivity and coverage effectiveness
Translate business strategy into operational plans by building scalable frameworks and operating rhythms that improve transparency and repeatability across planning cycles
Partner cross-functionally with Sales, Finance, Recruiting, and BizOps to align on trade-offs, priorities, and execution
Analyze performance data and market dynamics to identify gaps, optimize resource allocation, and recommend strategic adjustments
Lead through ambiguity and change, helping the organization navigate growth, re-segmentation, and evolving business needs