[Remote] Senior Sales Planning Manager

Note: The job is a remote job and is open to candidates in USA. Zillow is a leading real estate platform that is transforming how professionals grow their businesses. As a Senior Sales Planning Manager, you will lead the strategy and execution of sales planning functions that drive revenue growth and productivity by optimizing sales coverage and headcount allocation.

Responsibilities

• Lead sales coverage planning and optimization for Zillow Preferred Growth Advisors and Growth Specialists, designing scalable coverage models that balance partner demand, advisor capacity, and growth
• Own frontline headcount planning and allocation, developing capacity models that align hiring plans with revenue targets, productivity assumptions, and market demand
• Define and evolve Book of Business strategy, including book sizing, assignment methodologies, coverage rules, and sales segmentation approaches that translate partner segmentation into equitable, high-performing portfolios
• Shape sales segmentation strategy, partnering with Insights, GTM, and leadership to refine how partners and markets are grouped to maximize sales productivity and coverage effectiveness
• Translate business strategy into operational plans by building scalable frameworks and operating rhythms that improve transparency and repeatability across planning cycles
• Partner cross-functionally with Sales, Finance, Recruiting, and BizOps to align on trade-offs, priorities, and execution
• Analyze performance data and market dynamics to identify gaps, optimize resource allocation, and recommend strategic adjustments
• Lead through ambiguity and change, helping the organization navigate growth, re-segmentation, and evolving business needs

Skills

• 6+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a related field, including deep focus on sales planning, coverage design, headcount modeling, and segmentation in scaling organizations
• Highly analytical and data-driven, with a track record of using performance metrics, forecasting inputs, and financial constraints to build scenario-based planning frameworks and inform decisions
• Built or evolved scalable planning systems, including coverage models, capacity plans, and book of business designs, in growth-stage or marketplace environments
• Strong business acumen and can connect operational decisions to revenue outcomes and partner experience, with experience supporting mid-to-large, multi-layered sales organizations
• Excel at translating high-level business goals into concrete plans, balancing strategic thinking with the operational detail needed to implement them in a fast-paced environment
• Experience influencing senior stakeholders and driving alignment across cross-functional teams, including Sales, Finance, Recruiting, and BizOps, without direct authority
• Effective communicator who can translate complex analyses into clear recommendations and actionable plans for varied audiences
• Comfortable navigating ambiguity and change, with the ability to help an organization adapt through re-segmentation, growth, and evolving business needs

Benefits

• In addition to a competitive base salary this position is also eligible for equity awards based on factors such as 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.
• This role has been categorized as a Remote position.

Company Overview

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