Senior Strategic Planning Manager - Agent Sales

Zillow

7d•$120,700 - $203,000•Remote

About The Position

The Revenue Strategy & Operations team partners closely with Sales, Customer Success, and cross-functional leadership to shape go-to-market strategy, improve sales performance, and drive critical planning decisions across the business. We work on high-impact problems such as segmentation, territory design, coverage, forecasting, and business performance, combining strategic thinking with operational execution. This is a team for people who enjoy using data and judgment to solve complex commercial problems and turn strategy into action. We are seeking a Senior Strategic Planning Manager to drive Sales Strategy and GTM Operations for Zillow’s Agent Sales organization. This role will focus on high-impact commercial strategy work, including sales segmentation, territory planning, coverage design, performance management, and go-to-market execution. The right candidate has recent experience in Sales or GTM Strategy and Operations and has directly supported GTM leadership through data-driven planning and decision-making. They should be equally comfortable shaping strategic recommendations for senior leaders and translating those decisions into operational plans, targets, and field execution. The ideal candidate brings strong structured problem-solving, sound business judgment, and a track record of leading complex cross-functional work. They are comfortable building structure from ambiguity, partnering closely with senior stakeholders, and driving projects from analysis through execution.

Requirements

8+ years work experience, with 3+ years of experience in Sales / GTM Strategy and Operations, ideally in a B2B setting.
Experience in a fast-moving Technology, Software, or SaaS setting.
Proficient in SQL and data manipulation software (e.g., DataBricks).
Demonstrated expertise supporting a quota-carrying sales organization through segmentation, territory design, coverage, or planning decisions.
Excellent analytical problem-solving skills, with the ability to break down complex problems and synthesize data into clear insights.
Outstanding communicator, capable of presenting complex financial and business data and insights to C-level executives.
Highly collaborative, you thrive working in fast-paced environments with stakeholders across every function (product, engineering, marketing, sales, finance, analytics, etc.).
Experience leading end-to-end projects, aligning with cross-functional stakeholders at all levels.

Nice To Haves

Management Consulting or Real Estate Industry experience is a plus.

Responsibilities

Develop a deep understanding of one or more of Zillow’s businesses, key performance drivers, and cross-functional improvement opportunities. Become a subject matter expert.
Lead sales segmentation analyses to define customer/account tiers, coverage models, and sales motions.
Own or support territory planning, including territory design, book balancing, account assignment logic, and recommendations to improve coverage and productivity.
Partner with Sales, Finance, GTM, and Analytics to translate topline goals into territory, segment, and rep-level plans.
Develop the business cases, analytics, and recommendations behind changes to coverage, capacity, incentives, and go-to-market design.
Establish performance frameworks and dashboards to monitor whether segmentation and territory decisions are improving productivity, growth, and customer outcomes.
Drive annual and in-year planning processes, including target setting, performance reviews, and executive-level business updates.