Senior Sales Planning & Compensation Manager

About the team

The ASA (Agent Software and Advertising) organization at Zillow creates value for real estate professionals through our marketing, sales and efficiency offerings. The team’s primary focus is the development and promotion of our Showcase and Premier Agent buyer leads products. We work closely with real estate professionals to ensure their successful adoption and utilization of our solutions that drive the growth of their businesses!

The Department:
The ASA Sales Operations team comprises 4 main pillars: Planning & Compensation, Sales Strategy & Insights, Systems, and Governance. Together these 4 pillars have a core priority to Accelerate Sales Efficiency by implementing the right annual strategy, sales segmentation, compensation levers, quotas, capacity & performance management plan, systems that drive automation and governance rules. This role directly contributes to setting the right compensation levers, the optimal quota and target deployment, defines capacity plans and guides performance management guidelines.

About the role

Zillow is looking for an analytical problem solver with strong business acumen to join our Sales Operations - Sales Planning and Compensation team! You will be 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. You will work with Sales Ops peers and sales leaders, as well as key cross-functional partners including Sales Finance, FP&A, HR and Recruiting to optimally operationalize our vision and strategy.

You Will Get To:

• Capacity Planning: Own and lead the design, deployment and operationalization of our quota-carrying and sales support capacity, including development of ongoing reporting and various insights and dashboards to drive decision making. You will be a key point of contact within the team for maintaining and improving our access and visualization of our sales headcount planning and optimization processes.

• Compensation & Performance Design: In partnership with Sales Finance (Compensation Shared Services), HR, Legal, FPA, Sales Ops Governance, & Sales Leadership, recommend compensation and performance management measures that drive rep efficiency and achieve strategic goals.

• Sales Compensation Insights: Lead partner and cross-functional meetings powered by compensation, performance and capacity insights to drive strategic decision making.

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, Minnesota, Nevada, New York, Washington state, and Washington DC the standard base pay range for this role is $105,900.00 - $169,100.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Minnesota, Nevada, New York, 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

• An analytical problem solver comfortable solving ambiguous, sophisticated opportunities and driving the analysis
• Strong financial modeling skills, including proficiency in Excel, with ability to blend quantitative and qualitative data to make people related decisions
• Experience with SQL, Tableau, and other Business Intelligence and Data Visualization tools strongly desired
• Sophisticated communicator with ability to use data to tell a compelling story
• Experience leading partners and priorities in a matrix environment with multiple influencers
• Intellectual curiosity, with a strong desire to learn new processes and systems

Qualifications

• 8 years+ proven experience in a sales compensation design, sales planning, strategic insights or similar role
• Validated experience in Business Operations, Sales Operations, Sales Finance, Management Consulting, or a comparable field

Get to know us

Zillow is reimagining real estate to make home a reality for more and more people.

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