Senior Strategic Planning Manager

About the team

Zillow's Agent Sales organization empowers real estate professionals with the solutions and technology they need to succeed in today's dynamic market. As the bridge between Zillow's innovative platform and the agent community, we're dedicated to creating tools and partnerships that drive meaningful results.
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.

About the role

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.

Your responsibilities will include:

• 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.

This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions.

In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $127,100.00 - $203,000.00 annually. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont the standard base pay range for this role is $120,700.00 - $192,900.00 annually. The base pay range is specific to these locations and may not be applicable to other locations.

In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location. Actual amounts will vary depending on experience, performance and location. Employees in this role will not be paid below the salary threshold for exempt employees in the state where they reside.

Who you are

• 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. Management Consulting or Real Estate Industry experience is a plus.

• Proficient in SQL and data manipulation software (e.g., DataBricks).

• Demonstrated expertise supporting a quota-carrying sales organization through segment