Senior Strategic Planning Manager

Overview

Zillow’s Agent Sales organization empowers real estate professionals with solutions and technology to succeed. As the bridge between Zillow’s platform and agents, we create tools and partnerships that drive results.

The Revenue Strategy & Operations team works closely with Sales, Customer Success and cross‑functional leadership to shape go‑to‑market strategy, improve sales performance and drive planning decisions across the business. We tackle high‑impact problems such as segmentation, territory design, coverage, forecasting and business performance, turning data‑driven insights into action.

Role

Senior Strategic Planning Manager – this role drives sales strategy and GTM operations for Zillow's Agent Sales organization. The focus is on high‑impact commercial strategy work, including sales segmentation, territory planning, coverage design, performance management and go‑to‑market execution. The ideal candidate has recent experience in sales or GTM strategy and operations, supporting leaders through data‑driven planning and decision‑making.

Responsibilities

• Develop a deep understanding of Zillow’s businesses, key performance drivers and opportunities for cross‑functional improvement.
• 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 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 improve productivity, growth and customer outcomes.
• Drive annual and in‑year planning processes, including target setting, performance reviews and executive‑level business updates.

Qualifications

• 8+ years of work experience, with 3+ years in sales or GTM strategy and operations, ideally in a B2B setting.
• Experience in a fast‑moving technology, software or SaaS environment; management consulting or real‑estate industry experience is a plus.
• Proficient in SQL and data manipulation software such as DataBricks.
• Demonstrated expertise supporting a quota‑carrying sales organization through segmentation, territory design and coverage decisions.
• Excellent analytical problem‑solving skills and ability to synthesize data into clear insights.
• Outstanding communication skills, able to present complex financial and business information to C‑level executives.
• Highly collaborative and thrives in fast‑paced environments with stakeholders across product, engineering, marketing, sales, finance and analytics.
• Experience leading end‑to‑end projects and aligning cross‑functional stakeholders at all levels.

Benefits

Remote position. Salary ranges vary by location: $127,100 to $203,000 in major states, and $120,700 to $192,900 in other states. Eligible for equity awards and salary guarantees for exempt employees by state.

Equal Employment Opportunity

Zillow Group is an equal‑opportunity employer. All qualified applicants, including those with arrest or conviction records, will be considered in accordance with applicable law.

Local and Legal Requirements

Los Angeles County applicants: Duties require adherence to company policies, exercising sound judgment, managing stress and maintaining professional conduct. Criminal history may impact employment; we consider qualified applicants in compliance with the LA County Fair Chance Ordinance.