Director, GTM Productivity

About The Team

Zillow's Agent Sales organization helps real estate professionals succeed with the solutions and technology they need in a dynamic market. The Revenue Strategy & Operations team serves as the strategy and execution engine behind that work, building the systems, AI-powered capabilities, and operating models that help Zillow's go-to-market teams scale effectively.

About The Role

We're seeking a Director of GTM Productivity to lead the technology, systems, and operational foundation behind Zillow's go-to-market engine. Reporting to the Sr. Director of Revenue Strategy and Operations, you'll lead three functions — GTM Systems, GTM Governance & Deal Operations, and Process Architecture — defining the AI and tooling roadmap, strengthening governance and deal operations, and designing scalable processes that help Sales and Customer Success teams work more efficiently and deliver stronger customer outcomes.

Who you are

• You bring 10+ years of experience across GTM strategy, revenue operations, sales operations, or GTM systems, including significant time in enterprise software or technology.
• You have experience leading other people leaders, managing managers rather than only individual contributors, and building high-performing teams at scale.
• You have a track record of deploying AI-, ML-, or automation-powered tools in GTM settings and translating technical possibilities into adopted business solutions.
• You have deep expertise in Salesforce and familiarity with modern GTM tools such as Gainsight, Highspot, Outreach, Salesloft, Gong, Chorus, and CPQ or deal desk platforms.
• You combine strong systems thinking, process design, and analytical skills, including experience using SQL and BI tools such as Tableau or Looker to generate actionable insights.
• You are an effective people leader with experience building, developing, and coaching high-performing, cross-functional teams.
• You bring strong executive presence and can influence stakeholders across Sales, Customer Success, Product, Engineering, and Operations in a matrixed environment.
• You have led large-scale change management initiatives tied to technology, tooling, or process transformation and stay focused on measurable outcomes.

What You Will Get To

• Define and lead the AI-powered GTM productivity roadmap, identifying where automation, predictive insights, and generative AI can improve seller and Customer Success Manager performance.
• Partner with Product and Engineering to build, implement, and scale AI-enabled workflows and GTM technology aligned to Zillow's broader platform and data strategy.
• Architect and optimize end-to-end GTM workflows that reduce friction, eliminate manual work, and improve team productivity.
• Own the strategy and continuous improvement of core GTM systems, including Salesforce, Gainsight, Highspot, and related tools.
• Lead systems integration, vendor management, license optimization, and build-versus-buy decisions across the GTM technology stack.
• Establish governance frameworks that support data integrity, process consistency, pipeline hygiene, forecasting accuracy, and efficient revenue recognition.
• Oversee deal operations, including deal desk processes, approval workflows, and exception management that balance speed with operational rigor.
• Lead and develop a high-performing team while driving alignment across Sales, Customer Success, Product, Engineering, Business Intelligence, Marketing, and Data Science.

Pay & Benefits

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 $175,200.00 - $279,800.00 annually. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia the standard base pay range for this role is $166,400.00 - $265,800.00 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.

Qualifications

Required:

• 10+ years of experience across GTM strategy, revenue operations, sales operations, or GTM systems, including significant time in enterprise software or technology.
• Experience leading other people leaders, managing managers rather than only individual contributors, and building high-performing teams at scale.
• A track record of deploying AI-, ML-, or automation-powered tools in GTM settings and translating technical possibilities into adopted business solutions.
• Deep expertise in Salesforce and familiarity with modern GTM tools such as Gainsight, Highspot, Outreach, Salesloft, Gong, Chorus, and CPQ or deal desk platforms.
• Strong systems thinking, process design, and analytical skills, including experience using SQL and BI tools such as Tableau or Looker to generate actionable insights.
• Effective people leadership with experience building, developing, and coaching high-performing, cross-functional teams.
• Strong executive presence and ability to influence stakeholders across Sales, Customer Success, Product, Engineering, and Operations in a matrixed environment.
• Experience leading large-scale change management initiatives tied to technology, tooling, or process transformation and focus on measurable outcomes.