Zillow

Vice President, Partner Operations

Zillow

full-time

Posted on:

Location Type: Remote

Location: Remote • California, Colorado, Connecticut, District of Columbia, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Nevada, New Jersey, New York, Ohio, Rhode Island, Vermont, Washington • 🇺🇸 United States

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Salary

💰 $239,000 - $381,000 per year

Job Level

Lead

Tech Stack

Tableau

About the role

  • Lead Field-Based Partner Success & Strategic Account Management: Oversee Zillow’s Growth Advisors, Launch Advisors, and Sales Enablement teams focused on maximizing partner impact and performance across Flex markets through deep, in-person relationship development.
  • Drive Revenue Growth Through Performance-Based Sales Culture: Implement field accountability systems—including variable compensation plans, dashboards, and coaching frameworks—to drive individual and team results.
  • Champion Challenger Sales Methodology: Equip teams with the training and playbooks to challenge partner thinking, deliver insight-led conversations, and drive behavioral change with agents and team leads.
  • Scale Through Operational Excellence: Build a scalable, repeatable operational infrastructure to support Flex partner onboarding, training, performance reviews, and long-term retention.
  • Lead Business Transformation: Partner cross-functionally with product, marketing, sales ops, and analytics to evolve the Flex partner journey and support Zillow’s shift to a fully integrated transaction model.
  • Upskill the Organization: Establish ongoing training, enablement, and leadership development frameworks to elevate sales effectiveness, particularly around consultative, data-driven selling and negotiation.
  • Enable Feedback Loops: Champion the Voice of the Partner by implementing structured feedback channels with agents and team leads, and ensuring insights inform GTM strategies and product innovation.

Requirements

  • 10+ years of experience in field sales leadership, partner success, or GTM roles
  • Proven track record of driving double-digit revenue growth through outside sales team leadership, performance-based accountability, and strategic transformation
  • Expertise building and leading high-performing field sales or partner-facing teams that thrive on trust-based relationships and high-touch service
  • Direct experience implementing variable compensation models and KPI-driven sales accountability systems
  • Operational fluency with Salesforce and business intelligence tools (e.g., Tableau) for territory planning, forecasting, and pipeline management
  • Strong strategic mindset with the ability to execute through cross-functional influence
  • Preferred: Experience applying Challenger or insight-led sales methodologies in the field
  • Preferred: Familiarity with two-sided marketplaces and experience working with small business or independent sales partners (e.g., real estate professionals, franchise operators, etc.)
  • Preferred: MBA or advanced degree
Benefits
  • Competitive base salary
  • Equity awards based on experience, performance, and location
  • Ongoing training and enablement
  • Leadership development frameworks

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
field sales leadershippartner successGTM rolesrevenue growthperformance-based accountabilitystrategic transformationvariable compensation modelsKPI-driven sales accountabilityterritory planningpipeline management
Soft skills
relationship developmentcoachingstrategic mindsetcross-functional influencetrust-based relationshipshigh-touch serviceconsultative sellingdata-driven sellingnegotiationleadership development
Certifications
MBAadvanced degree