[Hiring] Principal, Sales Strategy @Zillow

Role Description

As a Principal Sales Strategy Business Partner reporting to the Director of Sales Strategy, you'll function as the embedded strategy lead for segment and channel owners — owning the analytical, operational, and strategic agenda that drives performance across your portfolio. You'll shape how leaders diagnose problems, allocate resources, and pursue growth, translating ambiguous challenges into frameworks and decisions that move the business. This role demands intellectual rigor paired with the operational credibility to implement: you don't just advise, you drive outcomes.

• Act as the primary thought partner to Sales segment and channel leaders on performance, resource allocation, and growth priorities — bringing a structured point of view to their most consequential decisions.
• Drive the Weekly Business Review cadence for your segments — defining performance metrics, driving forecast accuracy, and translating pipeline and performance signals into decisions and interventions.
• Design, execute, and evaluate sales plays in partnership with Sales and CSM leadership — owning the full cycle from hypothesis through post-mortem to drive product adoption, retention, and revenue growth.
• Set the analytical standard for how the team approaches performance questions — establishing frameworks, modeling best practices, and elevating the quality of insights produced across the GTM Strategy org.
• 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 rep productivity and customer adoption.
• Own 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.
• Champion adoption of AI and automation across business rhythms and analytical workflows, setting the standard for how the team leverages modern tools.

Qualifications

• 8+ years of go-to-market strategy experience across management consulting and in-house roles, including significant time inside a direct B2B sales organization at a software or technology business.
• Originate the strategic agenda — proactively identifying coverage gaps, untested assumptions, and unrealized leverage across your segments.
• Bring a consulting mindset to operational problems — structuring ambiguity, building frameworks, and delivering executive-ready recommendations.
• Build credible relationships with senior Sales leaders and influence without authority, with strong executive presence.
• Analytically rigorous, comfortable with complex datasets and SQL/Excel modeling, identifying trends and root causes.
• Communicate with executive-grade clarity — synthesizing complex data into compelling narratives and recommendations.
• Tackle ambiguous challenges with a hypothesis-driven approach, spotting opportunities and implementing effective solutions.
• Track record of process improvements that deliver measurable impact, driving alignment across functions in matrixed environments.
• Proficient with Salesforce, Tableau, and sales analytics platforms, using modern analytical and automation tools, including AI.

Requirements

• Must be located in the U.S. and can work remotely from any of the 50 states.
• In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC, the standard base pay range for this role is $136,700.00 - $218,300.00 annually.
• In Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia, the standard base pay range for this role is $129,800.00 - $207,400.00 annually.
• Eligible for equity awards based on factors such as experience, performance, and location.

Benefits

• Competitive base salary.
• Equity awards based on experience, performance, and location.

Company Description

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 people navigate buying, selling, financing, and renting with greater ease and confidence.

• Recognized among the best workplaces in the U.S.
• Named one of FORTUNE 100 Best Companies to Work For® in 2026.
• Included on TIME’s America’s Best Companies 2026 list.
• Committed to creating an innovative, inclusive, and engaging culture.