Sr. Manager, Sales Operations and Planning

s that drive performance across our Loan Officer team.

This is not a traditional enterprise/B2B Sales Ops role. Success here depends on experience in high-velocity, consumer-facing sales motions - where funnel speed, conversion, and agent productivity matter every single day. If you've supported licensed agents, call center sales teams, or consumer lending orgs at scale, this role is for you.

You will lead a team of analysts and partner with sales leadership to improve speed to contact, sales conversion, sales team effectiveness/productivity, while building the data infrastructure and planning models to fuel Zillow's growth.

What You'll Do

• Funnel Ownership: Track and improve core consumer funnel metrics - assign-to-contact, contact-to-app, app-to-fund conversion, daily productivity pacing.

• Sales Performance: Partner with frontline sales leaders to design and enforce KPIs that drive rep behavior and improve funded volume.

• Capacity & Territory Planning: Build and manage headcount/capacity models to balance lead flow across hundreds of Loan Officers, optimizing both rep efficiency and customer experience.

• Sales Tooling: Collaborate with Data Engineering & Business Analytics to deliver scalable reporting and dashboards in Salesforce, Tableau, and SQL.

• Stakeholder Partnership: Act as a trusted advisor to senior leadership across Sales, Finance, Marketing, and Product, presenting actionable insights that shape strategy.

• Team Leadership: Lead and mentor a team of analysts, fostering data fluency and operational rigor across the sales org.

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 $144,800.00 - $231,200.00 annually. This base pay range is specific to these locations and may not be applicable to other locations.In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont the standard base pay range for this role is $137,500.00 - $219,700.00 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

• 10+ years in Sales Operations, Revenue Operations, or Sales Strategy roles, with at least 5 years in high-velocity B2C/D2C environments (mortgage, consumer lending, insurance, telco, auto, or similar).

• 3+ years of people management experience.

• Hands-on experience with consumer funnels and KPIs such as contact rates, conversion, sales team effectiveness and productivity.

• Proven track record scaling sales ops for large sales teams (200+ reps/agents) in consumer-facing business with both inbound and outbound motions.

• Strong technical skill set: Advanced SQL + Excel, Salesforce CRM expertise, and BI tools (Tableau, Power BI).

• Experience partnering directly with Sales leadership and frontline team.

• Bachelor's degree required; MBA preferred.

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.