Senior Sales Planning Analyst

About the team

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. Youll own the analytics and processes that drive forecast accuracy pipeline health territory coverage and rep productivityturning 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 MQLSQLClosed 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.

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 Englishable 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 were reimagining how people movethrough 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 youre working in tech sales operations or design youll be part of a company thats 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 industryand your careerforward together.

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 Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.