Zillow Group

Senior Manager, GTM Compensation Strategy

Remote-USA · Senior

Sponsorship not specified$145k-$231kDetected 6 days 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.

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

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

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

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.

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 Group's careers page and normalized into a canonical job model.