Senior Manager, GTM Compensation Strategy
Core
Designing incentive compensation and quota strategies for Sales and Customer Success teams to drive revenue, retention, and adoption across Zillow's real estate platform.
Role type
Senior Manager, GTM Compensation Strategy
Builds
Incentive comp plans, quota structures, and financial models for Sales and CSM roles
Domain
Real Estate Technology / Enterprise Software Sales
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
Sales compensation strategy, quota design, financial modeling, market benchmarking, team leadership, cross-functional partnership, Excel modeling, Salesforce/Tableau/Anaplan proficiency
Preferred skills
Management consulting background, MBA, experience with diverse GTM motions (hunter/farmer/advisory)
Technologies
Salesforce, Tableau, Anaplan, Excel
Responsibilities
Own end-to-end design of incentive comp plans and quota strategy; anchor plans to business performance outcomes; lead comp design cycles with GTM, Finance, and People; build financial modeling capabilities; monitor market benchmarks; advise leadership on comp implications of role/territory changes; partner with RevOps/BI for plan visibility; build and develop a team of comp analysts.
Seniority
Senior Manager, hands-on IC with people leadership
