Director, Sales Planning

About the team

The ASA (Agent Software and Advertising) organization at Zillow creates value for real estate professionals through our marketing, sales and productivity offerings. The team’s primary focus is the development and promotion of our Showcase and Premier Agent buyer leads products. We work closely with real estate professionals to ensure their successful adoption and utilization of our solutions that drive the growth of their businesses.

The ASA Sales Operations team comprises 4 main pillars: Planning & Compensation, Sales Strategy & Insights, Systems, and Governance. Together these 4 pillars have a core priority to Accelerate Sales Productivity by executing the right annual strategy, sales segmentation, compensation levers, quotas, capacity & performance management plan, systems that drive automation and governance rules. This role directly contributes to setting the right compensation levers, the optimal quota and target deployment, defines capacity plans and guides performance management guidelines.

About the role

Zillow is looking for an highly analytical problem solver with expert business acumen to lead our Sales Operations - Sales Planning and Compensation team. You will steer a number of projects including sales headcount capacity planning, sales compensation strategy, sales compensation performance tracking, quota & target deployment, ROI/Cost of Sales tracking, performance management guidelines and ongoing optimization of roles driving the success of the Sales org. You will partner directly with senior sales leaders, as well as key cross-functional partners including Sales Finance (compensation shared services), FP&A, HR and Recruiting to successfully drive our vision and strategy.

What you’ll do:

• Compensation & Performance Design: In partnership with Sales Fiance (Compensation Shared Services), HR, Legal, FPA, Sales Ops Governance, Systems, & Sales Leadership, recommend compensation and performance management measures that drive rep productivity and achieve strategic goals. Processing of Sales Compensation commissions is done by Sales Finance and Sales Compensation cases are owned by a sister team Sales Operations Governance.

• Capacity Planning: Conduct and define the design, deployment and operationalization of our quota-carrying and sales support capacity, including development of on-going reporting and various insights and dashboards to drive decision making. Your team are the SMEs that maintain and enhance our insights and visualization of our sales headcount planning and optimization processes.

• Quota & Target Setting: In partnership with FPA & Sales Leadership, align company top-line metrics to Sales Targets. Transform Sales Targets to individual quotas aligned with our capacity plan and compensation design.
   

Sales Compensation Insights: Direct cross-functional meetings powered by …