Senior Sales Finance Manager, FP&A

About the team

The FP&A team is on the front line of Zillow Group’s business planning and strategic initiatives, so you will work on some of the company’s highest visibility projects. This role not only offers phenomenal exposure, but also the chance to collaborate with many different groups across the organization. Come join a dynamic team that helps drive the company towards its goals, with an abundance of growth opportunities along the way.


The new Agent Software & Advertising (ASA) organization within Zillow Group is a market leader in developing innovative advertising, showing management, feedback, offer management, recruiting, transaction management and analytics solutions. Our wide array of products and services are built on technological innovations designed to bring efficiencies to all users. The company has successfully supported the evolving needs of real estate agents, teams, brokers, offices, associations and MLSs within the U.S. and Canada for more than 20 years.

About the role

The Financial Planning and Analysis (FP&A) team supporting the ASA business is on the front line of Zillow Group’s planning and strategic initiatives, so you will work on some of the company’s high visibility projects. This team works closely with the business and runs the monthly forecasting, annual operating planning, strategic planning, and financial modeling for new business opportunities and growth initiatives. Come join a dynamic team that helps drive the company towards its goals, with an abundance of growth opportunities along the way. Our culture is our biggest strength. At Zillow Group, people treat each other with respect and cultivate a culture of teamwork, transparency, accountability, and fun.

We are looking for a Sr Sales Finance Manager to join the FP&A team supporting our ASA business. We are primarily looking for candidates with extensive experience working with sales and sales ops leaders setting optimal quota and target deployment, defining capacity plans and guiding performance management guidelines. You will be deeply involved in a number of projects including sales headcount capacity planning, sales compensation strategy, sales compensation performance tracking, quota & target deployment, ROI/Cost of Sales tracking, performance management guidelines and ongoing optimization of roles driving the success of the Sales org.

This role requires an analytical, detail-oriented, and proactive candidate with outstanding eye for business and intense curiosity to learn about different areas of the business. You must be comfortable with ambiguity while working in a fast-paced dynamic environment. If you are not afraid of working with large amounts of data, you’ll get the chance to make it all come together into meaningful metrics used to make strategic business decisions. You will partner directly with senior sales leaders, as well as key cross-functional partners to successfully drive our vision and strategy.

Responsibilities

• Capacity Planning: Conduct and define the design, deployment and operationalization of our quota-carrying and sales support capacity, including development of on-going reporting and various insights and dashboards to drive decision making in partnership with the Sales Ops team. You will become the SME in FP&A that maintains and enhances our insights and visualization of our sales headcount planning and optimization processes.

• Quota & Target Setting: In partnership with Sales Ops & Sales Leadership, align company top-line metrics to Sales Targets. Transform Sales Targets to individual quotas aligned with our capacity plan and compensation design.

• Sales Compensation Insights: Direct cross-functional meetings powered by compensation, performance and capacity insights to drive strategic decision making.  Examples: monthly compensation performance reporting cohort analyses, attainment and performance trends by role and region vs. supply and demand to deliver insights on key trends and problem areas.
   

• FP&A Processes: 

  • 1) Develop scalable financial models or reports that align and simplify monthly business reviews, forecasting, and annual planning processes.

  •  2) Provide critical insights and models to improve forecasting and pipeline management to accurately project revenue & sales results, while identifying gaps or areas for opportunity. 

  • 3) Be responsible for the headcount planning and management for ASA within our Anaplan planning tool and provide monthly reporting on hiring against plan for senior management review.

• Partner closely with our business leaders, execut