Principal, Sales Strategy

About the team Zillow's Agent Sales organization empowers real estate professionals with the solutions and technology they need to succeed. Within it, the GTM Strategy & Operations team serves as our internal strategy house — architecting business models that deliver value to agents while building sustainable revenue for Zillow. The team partners directly with Sales and Customer Success leadership to turn strategy into measurable performance.

About the role

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.

What you’ll own:

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

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  California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $ - $ annually.

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