Director, Sales Strategy

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 GTM Strategy & Operations team acts as our internal strategy house, architecting sophisticated business models that deliver tangible value to agents while building sustainable, scalable revenue streams for Zillow. We work cross-functionally to optimize pricing strategies, refine go-to-market approaches, identify growth opportunities, and translate market insights into actionable business initiatives that strengthen our position as the industry's most trusted partner for real estate professionals.

About the role

We're seeking a Director of Sales Strategy & Operations reporting to the Sr. Director of GTM Strategy and Planning to drive performance optimization, sales execution, and operational excellence across our Agent solutions portfolio. You'll lead a team of strategic business partners who serve as trusted advisors to segment and channel leaders across Sales and Customer Success, helping them exceed performance targets through insights, strategy, and operational efficiency.

You'll lead critical business rhythms including Weekly Business Reviews, sales play development, and comprehensive pipeline management. You'll also drive operational improvement programs that eliminate inefficiencies, enhance productivity, and scale our go-to-market capabilities. Working directly with Sales and CSM leadership, the GTM Strategy team, Business Intelligence, and cross-functional partners, you'll ensure our go-to-market teams have the data, insights, and operational frameworks needed to execute at the highest level.

The ideal candidate brings a consulting mindset, analytical, execution-focused, and adept at building trusted advisory relationships with senior sales and csm leaders. You'll develop a team that combines strategic thinking with operational rigor, translating data into actionable insights that drive revenue growth and performance improvement.

What You'll Do

• Lead a team of strategic business partners who serve as trusted advisors to segment and channel leaders, providing insights, recommendations, and operational support to help them exceed performance targets

• Own Weekly Business Reviews (WBR), driving pipeline management, performance tracking, and revenue forecasting accuracy to identify gaps, surface opportunities, and align resources to meet targets

• Lead operational improvement programs that enhance sales productivity, streamline workflows, and scale go-to-market capabilities. Identify process bottlenecks, design solutions, and drive cross-functional implementation of operational enhancements

• Develop and execute sales plays in partnership with Sales and CSM leadership that drive customer acquisition, product adoption, retention, and revenue growth

• Collaborate with the Business Intelligence team to build comprehensive performance dashboards and analytics that provide real-time visibility into sales metrics, conversion rates, productivity benchmarks, and leading indicators

• Partner with central planning and comp teams on territory design, quota setting, and program execution, ensuring alignment between strategic plans and field execution while advocating for segment-specific needs

• Enable leadership decision-making through advanced analytics, business insights, and strategic recommendations on resource allocation, coverage models, and go-to-market priorities

• Drive operational efficiency by identifying process improvements, eliminating friction in sales workflows, and implementing best practices that improve productivity and customer experience

• Provide analytical input and scenario modeling for headcount planning, supporting long-term capacity and resource decisions

• Drive cross-functional alignment across Sales, CSM, Marketing, Product, and Finance on strategic initiatives, ensuring seamless execution and performance optimization

• Recruit, mentor, and develop a high-performing team of strategic business partners, fostering a culture of analytical rigor, strategic thinking, and customer-centricity

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