Senior Sales Planning Manager

About the role

The Zillow Preferred team is at the forefront of transforming how real estate professionals grow their businesses through Zillow's platform. As the organization continues to scale, the complexity of our sales motion, spanning multiple segments, regions, and partner types, has grown significantly. The Sales Planning and Strategy function within Zillow Preferred's Business Operations team sits at the center of this evolution, turning business goals into clear, actionable plans across sales coverage design, headcount allocation, and book of business strategy. As a Senior Sales Planning Manager for Zillow Preferred, you will lead the strategy, design, and execution of core sales planning functions that directly impact revenue growth and frontline productivity. You will own sales coverage design, headcount forecasting, and book of business strategy for Growth Advisors and Growth Specialists, operating at the intersection of strategy and execution. You will partner closely with senior Sales leaders, Finance, Recruiting, and BizOps to make planning decisions that are data-driven, aligned to business priorities, and scalable as the organization evolves. You Will Get To: Lead sales coverage planning and optimization for Zillow Preferred Growth Advisors and Growth Specialists, designing scalable coverage models that balance partner demand, advisor capacity, and growth Own frontline headcount planning and allocation, developing capacity models that align hiring plans with revenue targets, productivity assumptions, and market demand Define and evolve Book of Business strategy, including book sizing, assignment methodologies, coverage rules, and sales segmentation approaches that translate partner segmentation into equitable, high-performing portfolios Shape sales segmentation strategy, partnering with Insights, GTM, and leadership to refine how partners and markets are grouped to maximize sales productivity and coverage effectiveness Translate business strategy into operational plans by building scalable frameworks and operating rhythms that improve transparency and repeatability across planning cycles Partner cross-functionally with Sales, Finance, Recruiting, and BizOps to align on trade-offs, priorities, and execution Analyze performance data and market dynamics to identify gaps, optimize resource allocation, and recommend strategic adjustments Lead through ambiguity and change, helping the organization navigate growth, re-segmentation, and evolving business needs 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 $127,100.00 - $203,000.00 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 $120,700.00 - $192,900.00 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.

Requirements

• You bring 6+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a related field, including deep focus on sales planning, coverage design, headcount modeling, and segmentation in scaling organizations
• You are highly analytical and data-driven, with a track record of using performance metrics, forecasting inputs, and financial constraints to build scenario-based planning frameworks and inform decisions
• You have built or evolved scalable planning systems, including coverage models, capacity plans, and book of business designs, in growth-stage or marketplace environments
• You have strong business acumen and can connect operational decisions to revenue outcomes and partner experience, with experience supporting mid-to-large, multi-layered sales organizations
• You excel at translating high-level business goals into concrete plans, balancing strategic thinking with the operational detail needed to implement them in a fast-paced environment
• You have experience influencing senior stakeholders and driving alignment across cross-functional teams, including Sales, Finance, Recruiting, and BizOps, without direct authority
• You are an effective communicator who can translate complex an

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