Zillow Group
Senior GTM Process Architect
Remote-USA · Senior
Sponsorship not specified$109k-$174kDetected 20 hours ago
SQLData VisualizationSalesforceCRMSalesProcess ImprovementCustomer SuccessCustomer SupportCommunication
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odds of building a lasting career here
59Sponsors, lottery-bound
Cap-exempt (no lottery)0
Sponsors this role100
Entry-level history0
PERM / green-card track0
Lottery odds (Level III)83
Fits your clock70
Sponsors, but it's cap-subject — you still face the weighted lottery (~45% per draw at Level III). Good if you win; have a cap-exempt backup on your list.
Lottery odds assume a STEM candidate.
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About the role
- We're seeking a singular authority on GTM process architecture reporting to the Director of GTM Productivity.
- This is not a Salesforce admin or hands-on engineer role.
- Run regular workflow-health reviews with Sales and CS field teams to catch adoption breakdowns or process drift before they become systemic.
Responsibilities
- You will define how Zillow's sales and customer success workflows operate, set the design standards that GTM Systems builds to, and own the process blueprint that governs how work flows across the entire GTM motion.
- Your output is the authoritative process blueprint: swim-lane designs, decision trees, workflow specs, and implementation requirements that are practical to build, easy to adopt, and directly tied to seller productivity outcomes.
- Own the design of core sales workflows, lead routing, opportunity type and progression, pipeline hygiene, activity capture, and the handoff from Sales to Customer Success.
- Maintain a prioritized process improvement roadmap sequenced by seller impact and implementation feasibility.
- Own the intake and triage of process-change requests from Sales, CS, and Enablement, translating field feedback into scoped design problems.
- Define non-selling time per rep as the north-star metric, every design decision is evaluated against whether it reduces admin burden or eliminates a manual step.
- Design lightweight KPIs and leading indicators for each workflow, partnering with BI to surface them in existing dashboards rather than creating new reporting infrastructure.
- Serve as the upstream design partner for the technical team, producing implementation-ready specs that product, engineers and admins can act on without re-interpreting the intent.
- Partner with Product and Engineering at the design stage, before features are built, so new GTM capabilities land cleanly into existing workflows.
- This role leads Process Architecture, the upstream design work that the other two pillars depend on to build, integrate, and govern effectively.
Requirements
- A track record of designing GTM workflows that shipped and were adopted, you've seen your blueprints go live and measured what happened afterward.
- Familiarity with the broader GTM tech stack (Gainsight, Outreach, Salesloft, Gong, Highspot) at a workflow level: how reps use these tools day-to-day and how data moves between them.
Compensation
- 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.
Company info
- Zillow's Agent Sales organization helps real estate professionals succeed with the solutions and technology they need in a dynamic market.
- The Revenue Strategy & Operations team is the strategy and execution engine behind that work, building AI-powered capabilities, scalable systems, and operating models that let Zillow's go-to-market teams grow without friction.
- The GTM Productivity function operates across three focused pillars:
- GTM Systems, GTM Governance & Deal Operations, and Process Architecture.
Visa & Work Authorization
- al employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status
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This listing is sourced directly from Zillow Group's careers page and normalized into a canonical job model.