Principal, Sales Operations

Zillow

Sales Operations Principal driving end-to-end sales compensation strategy and execution. Collaborating cross-functionally and providing analytical insights for performance improvements at Zillow.

Posted 5/13/2026full-timeRemote • California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington • 🇺🇸 United StatesLead💰 $131,700 - $210,300 per yearWebsite

About the role

Key responsibilities & impact

Own end-to-end compensation strategy and design for Sales, including plan architecture, performance metrics, and incentive structures aligned to business goals.
Lead scenario modeling and decision-making , evaluating tradeoffs across cost, risk, and behavioral incentives; provide clear recommendations to senior leadership.
Drive cross-functional alignment with Sales, Sales Finance, FP&A, HR, and Data teams to ensure compensation plans are well-designed, understood, and effectively executed.
Establish and evolve performance frameworks , including quota setting, target-setting methodologies, and plan mechanics that balance motivation, fairness, and financial discipline.
Influence sales strategy through data-driven insights , proactively identifying trends, risks, and opportunities to improve performance.
Ensure integrity and scalability of compensation data systems , partnering with Data and Ops to define durable data sources, reporting, and ensure frontline visibility.
Communicate complex compensation concepts clearly to stakeholders at all levels, including Sales leadership and executives.

Requirements

What you’ll need

8–10+ years of experience in sales compensation, sales operations, finance, or a related analytical/strategy role.
Demonstrated experience owning compensation design end-to-end , not just supporting or administering plans.
Proven ability to make strategic decisions and evaluate tradeoffs in ambiguous, high-stakes environments.
Strong analytical and modeling skills, with experience using data to inform business decisions and influence stakeholders.
Track record of driving cross-functional alignment and influencing senior stakeholders without direct authority.
Deep understanding of sales performance metrics, incentive structures, and compensation design principles.
High attention to detail with strong ownership over data accuracy and system integrity.
Excellent communication skills, with the ability to translate complex analyses into clear business insights.

Benefits

Comp & perks

equity awards based on factors such as experience, performance, and location

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

compensation strategyperformance metricsincentive structuresscenario modelingdata-driven insightsquota settingtarget-setting methodologiesanalytical skillsmodeling skillscompensation design

Soft Skills

strategic decision-makingcross-functional alignmentinfluencing stakeholderscommunication skillsattention to detailownershipclarity in complex conceptsevaluating tradeoffsproactive identification of trendsfinancial discipline