The Sales Operations Manager is responsible for the design, implementation, and ongoing management of sales compensation plans that drive performance, align with company objectives, and are grounded in accurate, durable data. This role partners closely with Sales, Sales Finance, FP&A, and Data Analytics to ensure compensation plans are well-designed, clearly understood, and effectively measured. This is a highly cross-functional role that combines analytical rigor, business partnership, and operational excellence. The ideal candidate brings deep experience in sales compensation design, strong data fluency, and the ability to translate complex concepts into clear, actionable insights for Sales leadership and the broader Sales organization.
Design and evolve sales compensation strategies for Sales using historical performance data and business inputs; model plan outcomes and scenarios to assess cost, risk, and behavioral incentives prior to rollout.
Establish performance targets and plan mechanics that balance motivation, fairness, scalability, and financial discipline.
Ensure the Sales organization has clear visibility into compensation goals, earnings, and pacing against targets.
Partner with Data Analytics and Sales Operations to define reporting requirements and dashboards that enable transparency and trust.
Ensure data sources used to set and measure performance are reliable, durable, and accurate; proactively identify and mitigate data quality issues that could impact compensation outcomes
Collaborate closely with Sales, Sales Finance, FP&A, and Data Analytics to drive successful rollout, adoption, and ongoing maintenance of compensation plans.
Be prepared to provide analytical support for adjacent Sales Operations initiatives as needed, such as: quota setting and capacity modeling, territory design and coverage analysis, headcount planning and productivity analysis
Success in This Role Looks Like:
Compensation strategies are well-designed, data-driven, and aligned with company and sales strategy.
Sales teams clearly understand how they are measured, paid, and pacing toward their goals.
Compensation-related data is trusted, accurate, and consistently applied.
Cross-functional partners view the Compensation Lead as a strategic, reliable, and collaborative partner.
Compensation processes scale effectively as the Sales organization evolves.
This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions.
In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $109,000.00 - $174,000.00 annually. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont the standard base pay range for this role is $103,500.00 - $165,300.00 annually. The base pay range is specific to these locations and may not be applicable to other locations.
In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location. Actual amounts will vary depending on experience, performance and location. Employees in this role will not be paid below the salary threshold for exempt employees in the state where they reside.
7+ years of experience in sales compensation, sales operations, finance, or a related analytical role.
Demonstrated experience designing and managing sales strategies for compensation plans for ICs and Managers.
Strong analytical skills with experience using historical performance data to set targets and model outcomes.
Deep understanding of sales performance metrics, incentive structures, and common compensation plan components.
Proven ability to partner cross-functionally and influence without direct authority.
High attention to detail and a strong commitment to data accuracy and integrity.
Ability to clearly communicate complex compensation concepts to both technical and non-technical audiences.
Experience working closely with Sales Finance and FP&A teams.
Familiarity with compensation systems, CRM platforms, and BI tools.
Experience in high-growth or scaling sales organizations.
Strong business judgment and comfort navigating ambiguity**.**
At Zillow, we’re reimagining how people move—through the real estate market and through their careers. As the most-visited real estate platform in the U.S., we help customers navigate buying, selling, financing and renting with greater ease and confidence. Whether you're working in tech, sales, operations, or design, you’ll be part of a company that's reshaping an industry and helping more people make home a reality.
Zillow is honored to be recognized among the best workplaces in the country. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2025, and included on the PEOPLE Companies That Care® 2025 list, reflecting our commitment to creating an innovative, inclusive, and engaging culture where employees are empowered to grow.
No matter where you sit in the organization, your work will help drive innovation, support our customers, and move the industry—and your career—forward, together.
Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please contact your recruiter directly.
Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local law.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
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Zillow, Inc. is a real estate technology company that operates online platforms for buying, selling, renting, and financing residential properties. It provides tools and services for real estate professionals and consumers in the United States.
Visit website$103,500 – $174,000
Base + Bonus · Other Equity
