Senior Manager, GTM Strategy – Compensation

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🔥 0 minutes ago

🏄 California, Connecticut, +6 more states – Remote

🏄 California – Remote 🦌 Connecticut – Remote 🏖️ New Jersey – Remote 🗽 New York – Remote 🦀 Maryland – Remote 🍂 Massachusetts – Remote ⚔️ Virginia – Remote ☕ Washington – Remote

💵 $144.8k - $231.2k / year

⏰ Full Time

🟠 Senior

🎁 Product Marketing

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Zillow

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 2006

🏠 Real Estate

🛍️ eCommerce

👥 B2C

💰 $4.1M Post-IPO Equity on 2012-12

Real Estate • eCommerce • B2C

Zillow is a leading real estate and property rental marketplace that provides comprehensive information on homes, apartments, and properties for sale or rent. It offers users tools to search for properties, calculate mortgage rates, and connect with real estate agents. The platform also features innovative algorithms that provide Zestimates, which are estimated market values of homes. Zillow is a go-to resource for individuals looking to buy, sell, or rent properties, as well as for agents and brokers who want to reach a wider audience.

📋 Description

• Own the end-to-end design of incentive comp plans across Sales, and CSM roles, including OTE structure, quota-to-pay mechanics, accelerators, SPIFs, and overlay arrangements • Anchor every plan to business performance outcomes, ensuring comp directly incentivizes revenue, retention, adoption, and growth across Zillow's portfolio • Lead comp design cycles with GTM leadership, Finance, and People from strategy alignment and scenario modeling through documentation and approval • Build financial modeling capabilities to evaluate plan options, forecast comp costs, and present trade-offs clearly to executive leadership • Monitor market benchmarks to keep Zillow's comp programs competitive for top sales, advisory, and CS talent • Own quota strategy across all covered roles, establishing the philosophy, methodology, and governance that connects market opportunity, business targets, and individual accountability • Lead quota-setting processes including allocation, adjustments, new hire ramp schedules, and territory-based modeling grounded in performance data and business targets • Advise GTM leadership on comp and quota implications of role changes, territory shifts, and new product launches, ensuring incentive design is considered upstream, not retrofitted • Partner with RevOps and BI to deliver ongoing visibility into plan effectiveness, payout distributions, and quota attainment across role types and products • Build and develop a team of comp analysts and strategists with strong governance practices and analytical rigor

🎯 Requirements

• 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 measurable business 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 field rollout 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.

🏖️ Benefits

• eligibility for equity awards based on factors such as experience, performance and location