About the team
Zillow's Agent Sales organization empowers real estate professionals with the solutions and technology they need to succeed in today's dynamic market. As the bridge between Zillow's innovative platform and the agent community, we're dedicated to creating tools and partnerships that drive meaningful results. Compensation strategy sits at the center of this work shaping seller and advisor behavior, aligning incentives to business performance outcomes, and ensuring our go-to-market investments drive measurable revenue results across Zillow's full suite of products and solutions.About the role
We're seeking a Sr Manager of GTM Compensation to own the strategy and design, development, and implementation of incentive compensation and quota across our Sales and Customer Success organizations. You will serve as Zillow's internal compensation and quota thought leader, architecting plans that are directly tethered to business performance, competitively structured, and built to scale across multiple products and lines of business.
This role spans meaningfully different go-to-market motions: hunter and farmer sales roles, product overlay, and adoption focused CSMs, each requiring distinct plan mechanics tied to the specific business outcomes they drive. You'll lead both the strategy and the end-to-end execution of comp programs, Quota, partnering with Sales leadership, Finance, People, and Legal to bring plans from design through field rollout.
The ideal candidate brings consulting-level rigor to incentive plan design, deep fluency in sales comp mechanics across varied role types, and the operational discipline to implement programs that hold up in the field.
WHAT YOU'LL DO
Own end-to-end design and implementation of incentive comp plans across Sales, Growth Advisor, and CSM roles, including OTE structure recommendation, quota-to-pay mechanics, accelerators, SPIFs, and overlay arrangements
Lead quota-setting processes across all covered roles, including monthly/quarterly quota allocation, adjustments, new hire ramp schedules, and territory-based quota modeling, ensuring quotas are grounded in market opportunity, historical performance, and business targets
Anchor plan design to business performance, ensuring plans directly incentivize the revenue, retention, adoption, and growth outcomes that matter most across Zillow's portfolio
Lead comp design cycles with GTM leadership, Finance, and People (HR) from strategy alignment and scenario modeling through documentation, approval, and field rollout
Build financial modeling and scenario analysis capabilities to evaluate plan options, forecast comp costs, and quantify trade-offs for executive decision-making
Partner with RevOps and BI to deliver ongoing visibility into plan effectiveness, payout distributions, and quota attainment across role types and products
Advise GTM leadership on comp implications of role changes, territory shifts, and new product launches, ensuring incentive design is considered upstream
Monitor market benchmarks to keep Zillow's comp programs competitive for top sales, advisory, and CS talent
Build and develop a team of comp analysts and strategists with strong governance practices and analytical rigor
Who you are
A comp strategist with deep expertise across GTM role types, you understand how plan mechanics drive different behaviors for hunters, advisors, and farmers
Business-performance oriented: you design comp as a strategic lever for revenue, adoption, and retention
Analytically rigorous with strong modeling skills; able to stress-test designs, model costs across a multi-product portfolio, and present trade-offs clearly to executives
An implementation leader, you take plans from design through field rollout with operational discipline and effective change management
A trusted cross-functional partner across GTM, Finance, and People, with a clear point of view on comp philosophy and governance
A people leader who develops talent and builds high-performing teams
REQUIRED QUALIFICATIONS
Bachelor's degree in Business, Finance, Economics, or related field; MBA preferred
7+ years in Sales Compensation within Enterprise Software or Technology, with direct ownership of incentive plan design across multiple role types
Demonstrated experience designing plans for diverse GTM motions, direct sales, advisory/consultative, and customer success, tied to business performance outcomes
Management consulting background strongly preferred, particularly in comp strategy, sales effectiveness, or commercial model design
Proven track record leading comp design cycles from strategy through implementation in complex, multi-product organizations
5+ years of people management experience
Expert Excel modeling skills; experience with Salesforce, Tableau, Anaplan and comp analytics platforms
Executive presence: able to translate complex comp mechanics into clear narratives for senior leadership
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 customers 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 that's reshaping an industry and helping more people make home a reality.
Zillow is honored to be recognized among the best workplaces in the country. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2025, and included on the PEOPLE Companies That Care® 2025 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.