Senior Manager, GTM Strategy & Compensation

About the team

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 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.

About the role

We're seeking a Sr. Manager of GTM Compensation to own the strategy and design of incentive compensation and quota across our Sales and Customer Success organizations. You will serve as Zillow's internal compensation and quota thought leader — architecting plans that are directly tethered to business performance, competitively structured, and built to scale across multiple products and lines of business.

This role spans meaningfully different go-to-market motions — hunter and farmer sales roles, product overlay, and adoption-focused CSMs, each requiring distinct plan mechanics tied to the specific business outcomes they drive. The ideal candidate brings consulting-level rigor to incentive plan design, deep fluency in sales comp mechanics across varied role types, and a strategic mindset that shapes how Zillow goes to market.

What You'll Do

Compensation Strategy & Design

• 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

• Anchor every plan to business performance outcomes, ensuring comp directly incentivizes revenue, retention, adoption, and growth across Zillow's portfolio

• 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

• Monitor market benchmarks to keep Zillow's comp programs competitive for top sales, advisory, and CS talent

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

Cross-Functional Partnership & Leadership

• 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

This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions.

In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $144,800.00 - $231,200.00 annually. This base pay range is specific to these locations and may not be applicable to other locations.

In Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia the standard base pay range for this role is $137,500.00 - $219,700.00 annually. The base pay range is specific to these locations and may not be applicable to other locations.

In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location. Actual amounts will vary depending on 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.

Who you are

• A comp strategist with deep expertise across GTM role types,  you understand how plan mechanics drive distinct behaviors for hunters, advisors, and farmers

• Business-performance oriented: you design comp and quota as strategic levers for revenue, adoption, and retention, not just administrative outputs

• Analytically rigorous with strong modeling skills; able to stress-test designs, model costs across a multi-product portfolio, and translate complexity into clear executive narratives

• A trusted cross-functional partner across GTM, Finance, and People, with a clear and defensible point of view on comp philosophy and governance

• A people leader who develops talent and builds high-performing teams

Required Qualifications

• Bachelor's degree in Business, Finance, Economics, or related field; MBA preferred

• 7+ years in Sales Compensation within Enterprise Software or Technology, with direct ownership of incentive plan design across multiple role types

• Demonstrated experience designing plans for diverse GTM motions, direct sales, advisory/consultative, and customer success tied to measurable business outcomes

• Management consulting background strongly preferred, particularly in comp strategy, sales effectiveness, or commercial model design

• Proven track record leading comp design cycles from strategy through field rollout in complex, multi-product organizations

• 5+ years of people management experience

• Expert Excel modeling skills; experience with Salesforce, Tableau, Anaplan, and comp analytics platforms

• Executive presence: able to translate complex comp mechanics into clear narratives for senior leadership

Get to know us

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 customers navigate buying, selling, financing and renting with greater ease and confidence. Whether you're working in tech, sales, operations, or design, you’ll be part of a company that's reshaping an industry and helping more people make home a reality.

Zillow is honored to be recognized among the best workplaces in the country. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2025, and included on the PEOPLE Companies That Care® 2025 list, reflecting our commitment to creating an innovative, inclusive, and engaging culture where employees are empowered to grow.

No matter where you sit in the organization, your work will help drive innovation, support our customers, and move the industry—and your career—forward, together.

Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please contact your recruiter directly.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local law.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.