Sr. Manager, Sales Operations and Planning

About the team

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.

About the role

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.

What You’ll Do

• Funnel Ownership: Track and improve core consumer funnel metrics — assign-to-contact, contact-to-app, app-to-fund conversion, daily productivity pacing.
   

• Sales Performance: Partner with frontline sales leaders to design and enforce KPIs that drive rep behavior and improve funded volume.
   

• Capacity & Territory Planning: Build and manage headcount/capacity models to balance lead flow across hundreds of Loan Officers, optimizing both rep efficiency and customer experience.
   

• Sales Tooling: Collaborate with Data Engineering & Business Analytics to deliver scalable reporting and dashboards in Salesforce, Tableau, and SQL.
   

• Stakeholder Partnership: Act as a trusted advisor to senior leadership across Sales, Finance, Marketing, and Product, presenting actionable insights that shape strategy.
   

• Team Leadership: Lead and mentor a team of analysts, fostering data fluency and operational rigor across the sales org.

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, Colorado, Connecticut, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Nevada, New Jersey, New York, Rhode Island, Vermont, Washington state, and Washington DC the standard base pay range for this role is $139,800.00 - $223,200.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Nevada, New Jersey, New York, Rhode Island, Vermont, Washington state, and Washington DC 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.

Who you are

• 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.

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