Remote GTM Process Architect — Revenue Ops Leader

Zillow; United States; On-site; USD 109,000 - 174,000; Full time

Job summary

Zillow is seeking a seasoned GTM Process Architect to define and govern sales and customer success workflows. You will set design standards for GTM Systems and own the process blueprint across the entire GTM motion.

This role emphasizes pragmatism over hands-on engineering, partnering with product and engineering to craft implementation-ready specifications while maintaining a strong focus on seller productivity outcomes.

Qualifications

• 5-8 years in Revenue Operations or Sales Operations with a process and systems design role in SaaS/tech.
• Exposure to AI or automation tools in a GTM context; consider where outputs belong in a rep workflow.
• Track record of designing GTM workflows that shipped, were adopted, and measured.
• Working knowledge of Salesforce architecture to design for the platform (not necessarily build).
• Experience translating process designs into business requirements for admins, product and engineers.
• Familiarity with GTM tech stack (Gainsight, Outreach, Salesloft, Gong, Highspot) at a workflow level.
• Systems thinking: anticipate data quality, reporting, and behavior impacts.
• Data fluency: comfortable with SQL or BI tools to validate workflow data.
• Strong one-page swim-lane documents that both VPs and engineers understand.
• Balance strategy and execution; design standard while staying pragmatic.

Responsibilities

• Own the design of core sales workflows, lead routing, opportunity progression, pipeline hygiene, and Sales-to-CS handoffs.
• Map current-state lead-to-close journeys, identify friction, remove manual steps, and spot automation opportunities.
• Define future-state process blueprints: swim-lane diagrams, decision trees, data standards for implementation.
• Maintain a prioritized process-improvement roadmap aligned to seller impact and feasibility.
• Own intake and triage of process-change requests from Sales, CS, and Enablement; translate field feedback into scoped design problems.

Skills

GTM process design

Salesforce architecture

BI tools (Tableau/Looker)

SQL

Cross-functional collaboration

Tools

Salesforce

Gainsight

Outreach

Salesloft

Gong

Highspot

Tableau

Looker

Job description

Zillow is seeking a seasoned GTM Process Architect to define and govern sales and customer success workflows. You will set design standards for GTM Systems and own the process blueprint across the entire GTM motion.

This role emphasizes pragmatism over hands-on engineering, partnering with product and engineering to craft implementation-ready specifications while maintaining a strong focus on seller productivity outcomes.