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Manager, Sales Performance
Manager, Sales PerformanceZillow • San Diego, CA, US
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Manager, Sales Performance

Manager, Sales Performance

Zillow • San Diego, CA, US
[job_card.30_days_ago]
[job_preview.job_type]
  • [job_card.full_time]
[job_card.job_description]

Sales Performance Manager

Zillow Group is seeking a data-driven, strategic, and highly collaborative Sales Performance Manager to help scale and optimize our go-to-market engine, with a strong focus on our growing Rentals business. In this role, you'll design and refine our approach to territory planning, quota setting, account performance, and Total Addressable Market (TAM) analysis. Your work will directly influence how we allocate resources, identify growth opportunities, and achieve revenue targets across the organization.

Key Responsibilities

  • Territory & Quota Planning (40%) Build and manage scalable frameworks for sales territory design and quota distribution. Ensure alignment with market potential, sales capacity, and business objectives across regions and customer segments.
  • TAM, Account Performance & Planning (35%) Conduct Total Addressable Market (TAM) modeling, whitespace analysis, and customer segmentation. Collaborate with Sales and Marketing to drive effective account targeting and prioritization.
  • Rentals Market Analytics (25%) Lead analytics for Zillow's Rentals business. Identify trends in customer behavior, funnel performance, and regional outcomes. Provide insights to guide strategic decisions and improve sales execution.

Job Duties

  • Develop and manage a repeatable process for territory assignments and quota planning
  • Partner with Finance and Revenue Operations to align planning models with financial targets
  • Design account segmentation strategies to support go-to-market focus and rep specialization
  • Perform TAM and whitespace analysis to surface growth opportunities by region and vertical
  • Analyze rentals performance data to uncover trends and optimize pipeline efficiency
  • Lead executive-facing presentations to share insights and influence performance
  • Collaborate cross-functionally with Product, Marketing, Programs, and Sales Enablement
  • Monitor key KPIs and sales metrics; proactively identify and address performance gaps
  • Assist in annual and quarterly planning cycles including capacity and headcount modeling
  • Support development of tools, dashboards, and documentation that improve performance execution

    • Who You Are

    Minimum Qualifications

  • 6+ years of experience in sales performance, business operations, consulting, or a related field
  • 5+ years leading a team
  • Advanced proficiency in Excel and / or SQL for data analysis
  • Hands-on experience with Salesforce and BI tools (Tableau or equivalent)
  • Strong communication skills with a proven ability to influence across functions
  • Bachelor's degree in Business, Finance, Economics, or a related discipline

    • Preferred Qualifications

  • 8+ years of relevant experience
  • MBA or relevant advanced degree
  • Experience working in real estate, proptech, or digital marketplaces
  • Prior experience with rentals or housing markets
  • Familiarity with sales planning tools and territory / quota systems

    • Get to Know Us

    Zillow is reimagining real estate to make home a reality for more and more people. As the most-visited real estate website in the United States, Zillow and its affiliates help movers find and win their home through digital solutions, first class partners, and easier buying, selling, financing, and renting experiences. Millions of people visit Zillow Group sites every month to start their home search, and now they can rely on Zillow to help make it easier to move. The work we do helps people get home and no matter what job you're in, you will play a critical role in making home a reality for more and more people.

    Our efforts to streamline the real estate transaction are supported by a deep-rooted culture of innovation, our passion to redefine the employee experience, a fundamental commitment to equity and belonging.

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