Zillow
Senior Manager, GTM Compensation Strategy
Remote-USA · Senior
Sponsorship not specified$145k-$231kDetected 16 hours ago
Data VisualizationSalesforceFinancial ModelingExcelCompensationCustomer SuccessCustomer SupportLeadership
About the role
- Zillow's Agent Sales organization empowers real estate professionals with the solutions and technology they need to succeed in today's dynamic market.
Responsibilities
- Compensation Strategy & Design
- Lead comp design cycles with GTM leadership, Finance, and People from strategy alignment and scenario modeling through documentation and approval
- Build financial modeling capabilities to evaluate plan options, forecast comp costs, and present trade-offs clearly to executive leadership
- Quota Strategy & Design
- Own quota strategy across all covered roles, establishing the philosophy, methodology, and governance that connects market opportunity, business targets, and individual accountability
- Lead quota-setting processes including allocation, adjustments, new hire ramp schedules, and territory-based modeling grounded in performance data and business targets
- Advise GTM leadership on comp and quota implications of role changes, territory shifts, and new product launches, ensuring incentive design is considered upstream, not retrofitted
- Partner with RevOps and BI to deliver ongoing visibility into plan effectiveness, payout distributions, and quota attainment across role types and products
- Build and develop a team of comp analysts and strategists with strong governance practices and analytical rigor
- A comp strategist with deep expertise across GTM role types, you understand how plan mechanics drive distinct behaviors for hunters, advisors, and farmers
Nice to have
- Analytically rigorous with strong modeling skills
- Bachelor's degree in Business, Finance, Economics, or related field
- Demonstrated experience designing plans for diverse GTM motions, direct sales, advisory/consultative, and customer success tied to measurable business outcomes
- 5+ years of people management experience
- Expert Excel modeling skills
- experience with Salesforce, Tableau, Anaplan, and comp analytics platforms
Compensation
- Own the end-to-end design of incentive comp plans across Sales, and CSM roles, including OTE structure, quota-to-pay mechanics, accelerators, SPIFs, and overlay arrangements
- Advise GTM leadership on comp and quota implications of role changes, territory shifts, and new product launches, ensuring incentive design is considered upstream, not retrofitted
Company info
- Compensation strategy sits at the center of this work - shaping seller and advisor behavior, aligning incentives to business performance outcomes, and ensuring our go-to-market investments drive measurable revenue results across Zillow's full suite of products and solutions.
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
This listing is sourced directly from Zillow's careers page and normalized into a canonical job model.