Manager, GTM Governance

Role Description

The Sales Governance team sits within Zillow’s Sales Operations organization and is responsible for the accuracy, integrity, and scalability of core sales processes across our Agent Sales and Preferred channels.

• Owns end-to-end governance and enforcement of business line rules, book management, compensation-impacting workflows, and data quality controls.
• Manages a large portfolio of recurring audits, exception handling, and policy workflows across Salesforce and adjacent systems.
• Serves as the operational backbone for frontline Sales, Sales Strategy, Finance, and Biz Ops.
• Is led by the Manager, Sales Governance, who sets the vision, operating model, and standards.

As the Manager, Sales Governance, you will build and lead a high-performing team responsible for the controlled execution of high-volume, compensation-sensitive, and customer-impacting sales processes.

You will create clarity, remove operational friction, and ensure our systems and workflows are accurate, auditable, and scalable.

You Will Get To

• Build and lead a high-performing Sales Governance team: hire, coach, and develop Sales Operations specialists and analysts; establish clear goals and role expectations; and foster a culture of operational excellence, ownership, and continuous improvement.
• Own recurring performance management and governance analytics and partner with Biz Ops, Finance, and Sales Strategy on frontline efficiency, headcount, segmentation, and regionalization decisions.
• Govern end-to-end book of business and partner lifecycle workflows across Best of Zillow, Preferred, ShowingTime, and PNE.
• Drive data quality, audits, and controls across Salesforce and adjacent systems by owning a robust audit framework.
• Oversee high-volume case work and exception handling across external queues, Sales Strategy and Advisor support, billing exceptions, and other inbound requests.
• Lead governance-related enablement and training, including New Manager Sales Operations onboarding and Salesloft cadence and referral communication guidance.
• Govern GTM tools, vendors, and offshore operations by overseeing Gong and Salesloft administration.
• Partner cross-functionally with Sales, Sales Strategy, Biz Ops, Finance, Legal, and Enablement to design and roll out new policies, programs, and system changes.

This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and work from a physical location of their choice.

Qualifications

• 3+ years of experience in Sales, Sales Operations, Business Operations, Revenue Operations, or a related analytical/operational role.
• 2+ years of people management experience leading high-volume operational or shared-services teams.
• Demonstrated experience designing, running, and improving end-to-end operational processes.
• Strong working knowledge of Salesforce (or comparable CRM) and comfort navigating multiple GTM tools.
• Strong analytical skills, including the ability to size impact, analyze trends, and translate findings into clear recommendations.
• Excellent stakeholder management skills with the ability to influence without direct authority.
• High attention to detail and a strong commitment to accuracy, consistency, and documentation in process and policy.
• We value the experience and perspective of candidates with non-traditional backgrounds.

Preferred skills & experience

• Experience leading governance, shared services, or centralized operations teams in ads, marketplace, SaaS, or other high-volume sales environments.
• Hands-on experience with Gong, Salesloft, Sonar, or similar tools.
• Experience working with offshore and/or vendor teams, including building QA programs.
• Familiarity with segmentation, headcount, and coverage modeling.
• Comfort with BI tools and data analysis to monitor performance and drive decisions.
• Strong business judgment and the ability to connect day-to-day operational decisions to broader GTM and financial goals.

Benefits

• Competitive base salary.
• Eligible for equity awards based on factors such as experience, performance, and location.

Company Description

At Zillow, we’re reimagining how people move—through the real estate market and through their careers.

• Most-visited real estate platform in the U.S.
• Recognized among the best workplaces in the country.
• Committed to creating an innovative, inclusive, and engaging culture.