Sr. Manager, Sales Operations and Planning

Zillow

127d • $139,800 - $223,200

About The Position

Zillow Home Loans (ZHL) provides customers with a streamlined option for their home financing needs. By utilizing Zillow's home-buying expertise and cutting-edge technology, we’re working to create an easier, smoother ‘check-out’ experience for real-estate transactions. The Business Operations (“BizOps”) team serves as the central nervous system of ZHL, responsible for defining and delivering ZHL’s next phase of evolution and growth. This team focuses on our most critical and strategic cross-company projects, ranging from overall company strategy to owning key strategic projects in partnership with senior-most leaders across Zillow Group. Zillow Home Loans is building a world-class direct-to-consumer mortgage sales organization, and we’re looking for a Senior Manager of Sales Operations & Planning to lead the strategy and analytics that drive performance across our Loan Officer team. This is not a traditional enterprise/B2B Sales Ops role. Success here depends on experience in high-velocity, consumer-facing sales motions — where funnel speed, conversion, and agent productivity matter every single day. If you’ve supported licensed agents, call center sales teams, or consumer lending orgs at scale, this role is for you. You will lead a team of analysts and partner with sales leadership to improve speed to contact, sales conversion, sales team effectiveness/productivity, while building the data infrastructure and planning models to fuel Zillow’s growth.

Requirements

• 10+ years in Sales Operations, Revenue Operations, or Sales Strategy roles, with at least 5 years in high-velocity B2C/D2C environments (mortgage, consumer lending, insurance, telco, auto, or similar).
• 3+ years of people management experience.
• Hands-on experience with consumer funnels and KPIs such as contact rates, conversion, sales team effectiveness and productivity.
• Proven track record scaling sales ops for large sales teams (200+ reps/agents) in consumer-facing business with both inbound and outbound motions.
• Strong technical skill set: Advanced SQL + Excel, Salesforce CRM expertise, and BI tools (Tableau, Power BI).
• Experience partnering directly with Sales leadership and frontline team.
• Bachelor’s degree required; MBA preferred.

Responsibilities

• Track and improve core consumer funnel metrics — assign-to-contact, contact-to-app, app-to-fund conversion, daily productivity pacing.
• Partner with frontline sales leaders to design and enforce KPIs that drive rep behavior and improve funded volume.
• Build and manage headcount/capacity models to balance lead flow across hundreds of Loan Officers, optimizing both rep efficiency and customer experience.
• Collaborate with Data Engineering & Business Analytics to deliver scalable reporting and dashboards in Salesforce, Tableau, and SQL.
• Act as a trusted advisor to senior leadership across Sales, Finance, Marketing, and Product, presenting actionable insights that shape strategy.
• Lead and mentor a team of analysts, fostering data fluency and operational rigor across the sales org.

Benefits

• Comprehensive medical, dental, vision, life, and disability coverages.
• Parental leave and family benefits.
• Retirement contributions.
• Paid time off.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 251-500 employees