About the roleAs a Principal Sales Strategy Business Partner reporting to the Director of Sales Strategy, you'll function as the embedded strategy lead for segment and channel owners - owning the analytical, operational, and strategic agenda that drives performance across your portfolio. You'll shape how leaders diagnose problems, allocate resources, and pursue growth, translating ambiguous challenges into frameworks and decisions that move the business. This role demands intellectual rigor paired with the operational credibility to implement: you don't just advise, you drive outcomes.
What you'll own:- Act as the primary thought partner to Sales segment and channel leaders on performance, resource allocation, and growth priorities - bringing a structured point of view to their most consequential decisions
- Drive the Weekly Business Review cadence for your segments - defining performance metrics, driving forecast accuracy, , and translating pipeline and performance signals into decisions and interventions
- Design, execute, and evaluate sales plays in partnership with Sales and CSM leadership - owning the full cycle from hypothesis through post-mortem to drive product adoption, retention, and revenue growth
- Set the analytical standard for how the team approaches performance questions - establishing frameworks, modeling best practices, and elevating the quality of insights produced across the GTM Strategy org
- Identify process inefficiencies and bottlenecks, then design and lead cross-functional implementation of operational improvements that boost sales effectiveness
- Turn data into decisions: run deep-dive analyses on activation, usage, and productivity, diagnose root causes of performance gaps, and deliver data-backed recommendations to improve rep productivity and customer adoption
- Own analytical input and scenario modeling for territory design, headcount planning, and resource allocation
- Collaborate across GTM Strategy, Business Intelligence, Marketing, Product, and Finance to align on strategic initiatives and ensure seamless execution
- Champion adoption of AI and automation across business rhythms and analytical workflows, setting the standard for how the team leverages modern tools
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, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia 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- You bring 10+ years of experience across Sales Operations, Revenue Operations, GTM Strategy, or Management Consulting, including significant time supporting enterprise software or technology businesses
- Originate the strategic agenda - proactively identifying coverage gaps, untested assumptions, and unrealized leverage across your segments, and bringing a point of view to leadership before they've framed the question
- You bring a consulting mindset to operational problems - structuring ambiguity, building frameworks, and delivering executive-ready recommendations
- You build credible relationships with senior Sales leaders and influence without authority, with strong executive presence
- You're analytically rigorous, comfortable with complex datasets and SQL/Excel modeling, identifying trends and root causes, and translating findings into clear, actionable insights
- You communicate with executive-grade clarity - synthesizing complex data into compelling narratives and recommendations that move senior audiences to action
- You tackle ambiguous challenges with a hypothesis-driven approach, spotting opportunities and implementing effective solutions
- You have a track record of process improvements that deliver measurable impact, and you drive alignment across functions in matrixed environments
- You're proficient with Salesforce, Tableau, and sales analytics platforms, and use modern analytical and automation tools, including AI, to sharpen insight and improve efficiency
- Here at Zillow - we value the experience and perspective of candidates with non-traditional backgrounds. We encourage you to apply if you have transferable skills or related experiences.
