Sales Planning & Compensation, Senior Manager

About the teamThe Zillow Rentals Sales organization is committed to bringing value to our partners through innovative marketing, sales, and effectiveness solutions. Our primary focus is growing Zillow's Rental marketplace and empowering our partners, including Single-Family and Multifamily professionals, to adopt and bring to bear our offerings to drive the success of their businesses.
Zillow is a dynamic company, and our Rentals team is dedicated to revolutionizing how renters discover their next home. As part of this dynamic team, the Senior Manager of Sales Planning and Compensation will play a critical role in shaping the future of our Rentals business. This leader will prioritize building compensation mechanics for all sales roles in the Rentals business to drive the behaviors that align to our business forecasts and objectives.
Key responsibilities include being responsible for workload measurement, assessing staffing needs, and ensuring the Rentals organization is aligned with performance and financial targets. Additionally, this leader will collaborate closely with Strategy and Sales leadership teams to prioritize, implement, and manage project deliverables and timelines, driving measurable impact across the Rentals business.

About the role

Zillow is looking for an analytical problem solver with a keen business insight to join our Sales Planning and Compensation team. In this role, you will take on a variety of projects and lead a team, focused on sales headcount capacity planning, sales compensation strategy, sales compensation performance tracking, quota and target deployment, ROI/Cost of Sales tracking, performance management guideline creation, and continuous optimization of roles that contribute to the success of the Sales organization.

You will collaborate with peers in Sales Operations and Sales Leadership, as well as key cross-functional partners, including Sales Finance (Compensation Shared Services), FP&A, HR, and Recruiting, to successfully operationalize our vision and strategy.

You Will Get To:

Capacity Planning:

• Own and lead the design, deployment, and operationalization of quota-carrying and sales support capacity.
• Develop ongoing reporting and dashboards to drive informed decision-making.
• Serve as the key point of contact for maintaining and enhancing access to and visualization of sales headcount planning and optimization processes.
• Guide territory planning and book assignments

Compensation & Performance Design:

• In collaboration with Sales Finance, HR, Legal, FP&A and Sales Leadership, recommend mechanics and measures that drive productivity and align with strategic goals.
• Ensure data/reporting needed to support the processing of compensation payouts is provided to the Sales Finance team and collaborate with Sales Leadership to resolve compensation cases.
• Guide and build quota assignments using financial forecasts
• Analyze important data points like compensation performance, attainment trends, value of sales/return on investment, and regional performance compared to supply and demand.

Strategic Leadership:

• Lead a team of individuals to support the needs detailed above.
• Build intake and prioritization process to support the team in best-in-class execution.
• Manage and facilitate regular meetings with partners to review performance and align on plans for what's ahead

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 $139,800.00 - $223,200.00 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

Candidates who meet most of the following criteria are strongly encouraged to apply:

• An analytical problem solver, comfortable taking on ambiguous and complex challenges.
• Strong financial modeling skills, including proficiency in Excel, with the ability to blend quantitative and qualitative data to support decision-making.
• Experience with SQL, Tableau, or other business intelligence and data visualization tools is strongly desired.
• Advanced communicator with the ability to craft compelling narratives using data.
• Experienced in collaborating with various collaborators and managing priorities within a matrixed environment with multiple influencers.
• Background in supporting variable compensation-based roles or sales organizations.
• Demonstrates intellectual curiosity and a strong desire to learn new processes and systems.

Qualifications

• Proven experience in Business Operations, Sales Operations, Sales Finance, Management Consulting, or a comparable field.
• 8+ years of experience in sales compensation design, sales planning, strategic insights, or a similar role
• 3+ years of leadership experience

Transferable Skills

Here at Zillow - we value the experience and perspective of candidates with non-traditional backgrounds. We encourage you to apply if you have transferable skills or related experiences.

Get to know us

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

As the most-visited real estate website in the United States, Zillow® and its affiliates help movers find and win their home through digital solutions, first class partners, and easier buying, selling, financing and renting experiences. Millions of people visit Zillow Group sites every month to start their home search, and now they can rely on Zillow to help make it easier to move. The work we do helps people get home and no matter what job you're in, you will play a critical role in making home a reality for more and more people.

Our efforts to streamline the real estate transaction are supported by a deep-rooted culture of innovation, our passion to redefine the employee experience, a fundamental commitment to Equity and Belonging, and world-class benefits. These benefits include comprehensive medical, dental, vision, life, and disability coverages as well as parental leave, family benefits, retirement contributions, and paid time off. We’re also setting the standard for work experiences of the future, where our employees are supported in doing their best work and living a flexible, well-balanced life. But don’t just take our word for it. Read recent reviews on Glassdoor and recent recognition from multiple organizations, including: the 100 Best Companies to Work For, Glassdoor Employees’ Choice Award, Bloomberg Gender-Equality Index, Human Rights Campaign (HRC) Corporate Equity Index, and TIME 100 Most Influential Companies list.

Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please contact your recruiter directly.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local law.

Applicants who receive job offers from Zillow Group will be asked to sign a Proprietary Rights Agreement which includes confidentiality, intellectual property assignment, customer and employee non-solicitation, and non-competition provisions. If you are contacted for a role at Zillow Group and wish to review a copy of the Proprietary Rights Agreement prior to receiving an offer, you may request a copy from your Recruiter.