Senior Manager, GTM Strategy – Compensation

Role Overview

• 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.

Tech Stack

• Tableau

Benefits

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