Principal Sales Operations Manager

About the team

The Enhanced Market (EM) Sales Operations team at Zillow is dedicated to driving sales excellence and operational efficiency by developing and implementing strategic processes, tools, and insights. The team empowers Growth Advisor and Launch Advisor teams with the resources and data they need to achieve and exceed revenue targets, supporting Zillow’s integrated transaction vision through continuous improvement and customer satisfaction.

About the role

As a Principal Sales Operations Manager, you will serve as the organization’s foremost expert in sales strategy and insights for Enhanced Markets. You will leverage industry expertise and a deep understanding of sales operations to define and drive the strategic direction of sales programs, frameworks, and analytics. This role is responsible for shaping company-wide sales strategy, authoring operational frameworks, and delivering groundbreaking insights that influence executive decision-making and drive business growth. You will operate with a high degree of autonomy, collaborating with executive leadership and cross-functional partners to solve ambiguous, high-impact challenges and set the long-term vision for sales excellence at Zillow.

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 $131,700.00 - $210,300.00 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 $125,100.00 - $199,900.00 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.

Who you are

Key Responsibilities

Sales Strategy & Frameworks

• Define and author the strategic roadmap for sales operations and intelligence across Enhanced Markets, ensuring alignment with Zillow’s corporate objectives and growth ambitions.

• Design and implement scalable frameworks for sales roles, staffing models, and regional structures, collaborating with executive leadership to drive adoption and impact.

• Lead the development and execution of  sales strategy initiatives, including the rhythm of business reviews, to inform and influence executive decision-making.

• Set and govern policies and best practices for sales analytics, performance measurement, and operational reporting, ensuring consistency and excellence across the organization.

Sales Insights & Analytics

• Analyze complex sales performance trends, market dynamics, and business drivers to identify opportunities, risks, and strategic levers for growth.

• Deliver senior leadership-level recommendations based on deep analysis of sales data, market intelligence, and operational metrics, shaping the direction of Enhanced Market initiatives.

Cross-Functional Leadership

• Partner with executive leaders across Sales, Finance, Product, HR, and Business Intelligence to shape long-term operating models and ensure alignment of sales strategy with company-wide goals.

• Act as a subject matter expert and trusted advisor, influencing policy and decision-making at the highest levels of the organization.

• Lead cross-functional workstreams to operationalize new sales strategies, frameworks, and analytics capabilities, ensuring successful execution and measurable impact.

Qualifications

• 12+ years of experience in Sales Operations, Revenue Strategy, Business Operations, or a related field, with a proven track record of industry expertise and company-wide impact.

• Demonstrated ability to define and drive strategic direction for sales operations, frameworks, and analytics at scale.

• Deep knowledge of sales strategy, analytics, and operational best practices, with a history of delivering innovative, high-impact solutions.

• Exceptional analytical and problem-solving skills, with mastery of business intelligence tools (e.g., Salesforce, Tableau, Excel) and advanced data modeling.

• Experience influencing executive leadership and driving cross-functional collaboration on complex, ambiguous challenges.

• Outstanding communication skills, with the ability to translate complex data into compelling narratives and strategic recommendations.

• Bachelor’s degree required; advanced degree 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.