Zillow

1 week ago

Senior Manager, GTM Compensation Strategy

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 13 hours agoStatus: Live

Job Summary

Own the strategy and end-to-end design of incentive compensation and quota across Sales and Customer Success. Serve as the internal thought leader for comp philosophy, aligning OTE, accelerators, SPIFs, overlays, and quota-to-pay mechanics to revenue, retention, adoption, and growth outcomes. Lead comp and quota design cycles with GTM leadership, Finance, and People, leveraging modeling and benchmarks while partnering with RevOps and BI for plan effectiveness visibility.

Location: United States

Workplace: Remote

Employment Type: Full time

Job Function: People, HR & Talent

Seniority: Sr. Manager level

Key Responsibilities

•Own end-to-end design of incentive comp plans across Sales and CSM roles, including OTE structure, quota-to-pay mechanics, accelerators, SPIFs, and overlays.
•Anchor compensation to business performance outcomes such as revenue, retention, adoption, and growth across the product portfolio.
•Lead comp design cycles with GTM leadership, Finance, and People through strategy alignment, scenario modeling, documentation, and approval.
•Own quota strategy across covered roles, including philosophy, governance, quota-setting processes, ramp schedules, and territory-based modeling.
•Partner with RevOps and BI to provide visibility into plan effectiveness, payout distributions, and quota attainment; build and develop a team of comp analysts and strategists.

Pay and Benefits

Equity and Bonus:Equity

Key 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.
•Experience designing plans for diverse GTM motions (direct sales, advisory/consultative, and customer success) tied to measurable business outcomes.
•Strong management consulting background preferred, especially in comp strategy, sales effectiveness, or commercial model design.
•People management experience (5+ years) and expert Excel modeling; experience with Salesforce, Tableau, Anaplan, and comp analytics platforms.

Experience:Enterprise softwareTechnologySales compensationGo-to-market

Education:Bachelor's

Skills:Analytical rigorExecutive communicationCross-functional partnershipGovernancePeople leadership

Tech Stack:ExcelSalesforceTableauAnaplan

Company Brief

Zillow

Operates an online real estate marketplace providing listings, valuation estimates, rentals, and agent tools. Connects buyers, sellers, renters, and real estate professionals with data-driven search, home Zestimate valuations, and advertising services.

Industry: Online Marketplaces

Company Size: Enterprise (1,001+ employees)

Revenue: USD 1B+

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: Seattle, United States

Founded: 2006

Website LinkedIn

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Zillow

1 week ago

Senior Manager, GTM Compensation Strategy

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 13 hours agoStatus: Live

Job Summary

Location: United States

Workplace: Remote

Employment Type: Full time

Job Function: People, HR & Talent

Seniority: Sr. Manager level

Key Responsibilities

•Own end-to-end design of incentive comp plans across Sales and CSM roles, including OTE structure, quota-to-pay mechanics, accelerators, SPIFs, and overlays.
•Anchor compensation to business performance outcomes such as revenue, retention, adoption, and growth across the product portfolio.
•Lead comp design cycles with GTM leadership, Finance, and People through strategy alignment, scenario modeling, documentation, and approval.
•Own quota strategy across covered roles, including philosophy, governance, quota-setting processes, ramp schedules, and territory-based modeling.
•Partner with RevOps and BI to provide visibility into plan effectiveness, payout distributions, and quota attainment; build and develop a team of comp analysts and strategists.

Pay and Benefits

Equity and Bonus:Equity

Key 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.
•Experience designing plans for diverse GTM motions (direct sales, advisory/consultative, and customer success) tied to measurable business outcomes.
•Strong management consulting background preferred, especially in comp strategy, sales effectiveness, or commercial model design.
•People management experience (5+ years) and expert Excel modeling; experience with Salesforce, Tableau, Anaplan, and comp analytics platforms.

Experience:Enterprise softwareTechnologySales compensationGo-to-market

Education:Bachelor's

Skills:Analytical rigorExecutive communicationCross-functional partnershipGovernancePeople leadership

Tech Stack:ExcelSalesforceTableauAnaplan

Company Brief

Zillow

Industry: Online Marketplaces

Company Size: Enterprise (1,001+ employees)

Revenue: USD 1B+

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: Seattle, United States

Founded: 2006

Website LinkedIn