Principal, Sales Strategy

Zillow; United States; Remote; USD 137,000 - 218,000; Full time

Job summary

Zillow Group is seeking a Principal Sales Strategy Business Partner to serve as the embedded strategy lead for segment and channel owners. You will diagnose problems, allocate resources, and drive growth with data-driven decisions that move the business forward.

Lead analytical work, design sales plays, and partner across Finance, Marketing and Product to align on strategic initiatives. This remote role offers nationwide scope with equity eligibility based on performance and location.

Qualifications

• 8+ years go-to-market strategy experience across consulting and in-house roles.
• Experience in a direct B2B software/tech sales organization.
• Ability to define segmentation, territory and coverage with sales leadership.
• Strong analytical and data visualization skills.
• Proven ability to influence senior sales leaders and drive outcomes.

Responsibilities

• Act as primary thought partner to Sales leaders on performance and growth priorities.
• Own Weekly Business Review cadence and forecast accuracy for segments.
• Design and evaluate sales plays with leadership to drive product adoption and revenue growth.
• Set analytical standards and best practices for the GTM Strategy team.
• Identify bottlenecks and lead cross-functional improvements for sales efficiency.
• Turn data into decisions with deep-dive analyses on activation and usage.
• Lead scenario modeling for territory design and headcount planning.
• Collaborate with BI, Marketing, Product and Finance to align on initiatives.

Skills

Go-to-market strategy

Sales analytics

SQL

Excel modeling

Executive communication

Cross-functional leadership

Territory design

Tools

Salesforce

Tableau

AI tools

Job description

About the team

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 and 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 exceptions. In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state and Washington DC the standard base pay range for this role is $136,700.00 - $218,300.00 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 $129,800.00 - $207,400.00 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

• You bring 8+ years of go-to-market strategy experience across management consulting and in-house roles, including significant time inside a direct B2B sales organization at a software or technology business, where you defined segmentation, territory and coverage strategy with sales leadership.
• 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.

Create job alert email notifications. Log into your existing Workday profile, or create a profile to get started. It’s the easiest way to stay in the loop-no application needed. At Zillow, flexibility isn’t a perk - it’s how we work. Cloud HQ is our distributed work model, built on trust, clear systems, and the belief that you can do great work from wherever you are. It’s not about where you work. It’s about moving forward - together.