Principal Sales Strategy Business Partner
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
Who you are
You bring 10+ years of experience across Sales Operations, Revenue Operations, GTM Strategy, or Management Consulting, including significant time supporting enterprise software or technology businesses
Originate the strategic agenda - proactively identifying coverage gaps, untested assumptions, and unrealized leverage across your segments, and bringing a point of view to leadership before they've framed the question
You bring a consulting mindset to operational problems - structuring ambiguity, building frameworks, and delivering executive-ready recommendations
You build credible relationships with senior Sales leaders and influence without authority, with strong executive presence
You're analytically rigorous, comfortable with complex datasets and SQL/Excel modeling, identifying trends and root causes, and translating findings into clear, actionable insights
You communicate with executive-grade clarity - synthesizing complex data into compelling narratives and recommendations that move senior audiences to action
You tackle ambiguous challenges with a hypothesis-driven approach, spotting opportunities and implementing effective solutions
You have a track record of process improvements that deliver measurable impact, and you drive alignment across functions in matrixed environments
You're proficient with Salesforce, Tableau, and sales analytics platforms, and use modern analytical and automation tools, including AI, to sharpen insight and improve efficiency
Here at Zillow - we value the experience and perspective of candidates with non-traditional backgrounds. We encourage you to apply if you have transferable skills or related experiences.
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 people 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 reshaping an industry and helping more people make home a reality.
How we work is a key part of that transformation. Through Cloud HQ, our strategic approach to distributed work, most employees have the flexibility to work from wherever they’re most productive-enabling us to move fast, stay connected and deliver on our people promise.
Zillow is honored to be recognized among the best workplaces in the U.S. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2026, and included on TIME’s America’s Best Companies 2026 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.