Principal Sales Strategy Business Partner

Job description

About the team Zillow's Agent Sales organization empowers real estate professionals with the solutions and technology they need to succeed. Within it, the GTM Strategy & Operations team serves as our internal strategy house — architecting business models that deliver value to agents while building sustainable revenue for Zillow. The team partners directly with Sales and Customer Success leadership to turn strategy into measurable performance. About the role As a Senior Sales Strategy Business Partner reporting to the Director of Sales Strategy, you'll be the strategic right-hand to segment and channel leaders — helping them exceed performance targets through data-driven insights, strategic recommendations, and operational support. You'll lead critical business rhythms, develop sales plays, drive operational improvements, and act as a key liaison between Sales leadership and cross-functional partners. The role blends a consulting mindset with operational depth: structuring ambiguous problems, translating complex data into action, and influencing senior leaders through compelling analysis. You Will Get To: Serve as a trusted advisor to Sales segment and channel leaders, providing insights, recommendations, and operational support to help them exceed performance targets Own the Weekly Business Review cadence for your segments — driving pipeline management, performance tracking, and forecasting accuracy, and surfacing gaps and opportunities for leadership Partner with Sales and CSM leadership to design and execute sales plays that drive product adoption, retention, and revenue growth Identify process inefficiencies and bottlenecks, then design and lead cross-functional implementation of operational improvements that boost sales effectiveness Turn data into decisions: run deep-dive analyses on activation, usage, and productivity, diagnose root causes of performance gaps, and deliver data-backed recommendations to improve CSM productivity and adoption Provide analytical input and scenario modeling for territory design, headcount planning, and resource allocation Collaborate across GTM Strategy, Business Intelligence, Marketing, Product, and Finance to align on strategic initiatives and ensure seamless execution Evaluate emerging tools and automation, including AI, to deepen analysis, scale sales plays, and streamline business rhythms 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, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $109,000.00 - $174,000.00 annually. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia the standard base pay range for this role is $103,500.00 - $165,300.00 annually. The base pay range is specific to these locations 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. Employees in this role will not be paid below the salary threshold for exempt employees in the state where they reside. Who you are You bring 8+ years of experience across Sales Operations, Revenue Operations, GTM Strategy, or Management Consulting, including significant time supporting enterprise software or technology businesses You bring a consulting mindset to operational problems — structuring ambiguity, building frameworks, and delivering executive-ready recommendations You build credible relationships with senior Sales leaders and influence without authority, with strong executive presence You're analytically rigorous, comfortable with complex datasets and SQL/Excel modeling, identifying trends and root causes, and translating findings into clear, actionable insights You communicate with consulting-caliber clarity, synthesizing complex data into compelling narratives and presentations for executive audiences You tackle ambiguous challenges with a hypothesis-driven approach, spotting opportunities and implementing effective solutions You have a track record of process improvements that deliver measurable impact, and you drive alignment across functions in matrixed environments You're proficient with Salesforce, Tableau, and sales analytics platforms, and use modern analytical and automation tools, including AI, to sharpen insight and improve efficiency 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 At Zillow, we’re reimagining how people move—through the real estate market and through their careers. As the most-visited real estate platform in the U.S., we help customers navigate buying, selling, financing and renting with greater ease and confidence. Whether you're working in tech, sales, operations, or design, you’ll be part of a company that's reshaping an industry and helping more people make home a reality. Zillow is honored to be recognized among the best workplaces in the country. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2025 , and included on the PEOPLE Companies That Care® 2025 list, reflecting our commitment to creating an innovative, inclusive, and engaging culture where employees are empowered to grow. No matter where you sit in the organization, your work will help drive innovation, support our customers, and move the industry—and your career—forward, together. 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. Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.