Senior Sales Planning Analyst

About the team The Sales Operations team enables Zillow’s revenue organizations with data-driven insights, scalable processes, and best-in-class tooling to accelerate growth and improve customer outcomes. We partner closely with Sales, Marketing, Customer Success, Finance, and Analytics to design operating rhythms, enhance Salesforce integrity, optimize lead routing and coverage, and deliver actionable reporting that powers strategic and day-to-day decisions. About the role As a Senior Sales Operations Analyst , you will be a strategic thought partner to sales leadership and an execution leader for high-impact, cross-functional initiatives. You’ll own the analytics and processes that drive forecast accuracy, pipeline health, territory coverage, and rep productivity—turning complex data into clear recommendations and measurable outcomes. The role requires daily collaboration with U.S.-based stakeholders, leveraging advanced Excel/Google Sheets , SQL , Tableau (or similar BI) , and Salesforce (or equivalent CRM) to deliver insights, dashboards, and operational improvements that scale. You will: Lead forecasting, pipeline, and bookings analyses to inform weekly business reviews and quarterly planning; translate findings into clear actions for leaders and frontline teams. Design and maintain core GTM dashboards and scorecards (funnel conversion, attainment, productivity, cycle time, forecast accuracy) in BI tools; ensure a single source of truth across teams. Drive territory design, account segmentation, and capacity planning; model scenarios and tradeoffs to balance growth, efficiency, and customer experience. Own lead and opportunity management processes, including routing, SLA design, and conversion optimization in Salesforce ; partner with Marketing Ops to improve MQL→SQL→Closed Won flow. Improve data quality and CRM hygiene through governance, enablement, and automation; implement controls and exception reporting that prevent drift. Evaluate and optimize sales motions and operating rhythms; identify bottlenecks, run experiments, and quantify impact with clear success metrics. Collaborate with Finance on quota setting, compensation modeling inputs, and target deployment; provide attainment insights and portfolio health views. Communicate the “why/what/how” across stakeholders in clear English, driving alignment and adoption for process and tooling changes. 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 addition to a competitive base salary and benefits, this position is also eligible for equity awards based on factors such as experience, performance and location. Who you are Must-haves Advanced proficiency in Excel/Google Sheets , including financial modeling and quota analysis. Hands-on SQL for data extraction, joins, transformations, and QA. Expertise with Tableau or similar BI tools to build scalable dashboards and visualizations. Strong working knowledge of Salesforce (or an equivalent CRM such as HubSpot) across objects, reporting, and process design. Advanced English —able to lead meetings, write docs, and collaborate daily with U.S. teams. Nice-to-haves Experience with Anaplan or other planning systems. Prior involvement in compensation processes or incentive design . Experience automating reports or analytical processes (e.g., scheduled data pipelines, scripted transformations, or workflow automation). Additional qualifications 5+ years in Sales Operations , Revenue Operations , or GTM Analytics , with a record of measurable impact. Strong business acumen across B2B/B2C funnels, pipeline mechanics, and coverage models; ability to convert insights into operational recommendations. Exceptional communication and stakeholder management; clear, concise, and outcome-oriented. Systems thinker with a bias for action; you design for scale, automate where possible, and instrument processes with guardrails and KPIs. Nice to have: exposure to forecasting methodologies, quota/capacity planning, and GTM tools such as Clari , Outreach , Salesloft , or Gong . Get to know us 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. Equal Employment Opportunity Statement 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. #J-18808-Ljbffr