Director, GTM Enablement

About the teamThe Agent Sales organization at Zillow helps real estate professionals grow their business through advertising and productivity solutions across our product portfolio, including Showcase, Premier Agent buyer leads, Zillow Pro, Dotloop, and media offerings.

About the role

The Director, GTM Enablement reports to the Head of Revenue Strategy & Operations and owns the end-to-end enablement strategy for Agent Sales.

You will lead a team of managers and enablement professionals to design and run programs spanning onboarding, everboarding, sales methodology, product and process readiness, and manager coaching. The strategy is AI-first and Challenger-led, delivered in the flow of work through Highspot (CMS/LMS), Gong (full platform), Salesforce, and data tools.

You will partner closely with Sales, L&D, Marketing, and Product leaders to translate GTM strategy into practical programs that elevate our GTM operators into value-oriented sellers, confident across a diverse and growing product portfolio.

What You'll Do

Strategy & Methodology

• Define a multi-year, AI-first, Challenger-informed enablement roadmap aligned to Agent Sales strategy and revenue goals. Embed Challenger behaviors (teach, tailor, take control) into day-to-day sales and success motions across new business, expansion, and retention.

• Own onboarding, everboarding, certification, and methodology programs for sales and success roles, with clear proficiency standards and measurable business outcomes.

• Co-own GTM launch readiness for multi-product motions and team integrations, ensuring every launch is supported by sharp narratives, practical tools, and field-tested plays.

Tech, Data & AI

• Own and optimize the enablement tech stack, with Highspot as the central system for content, training, and plays, and Gong as the conversation intelligence and coaching engine.

• Scale Gong programs (scorecards, trackers, libraries, and AI coaching) to reinforce Challenger behaviors and raise execution quality across the field.

• Partner with Systems, Data, and AI teams to identify, pilot, and scale high-impact AI use cases, including intelligent content surfacing, role-based guidance, and AI-powered coaching and summarization.

Measurement & Behavior Change

• Define and own a measurement framework that connects enablement directly to ramp time, conversion, attach and mix rates, adoption, win rates, and productivity, with success measured through business outcomes, not CSAT scores or completion rates alone.

Leadership & Partnership

• Lead and develop a high-performing enablement team with clear goals, consistent operating rhythms, and meaningful development plans.

• Foster a team culture that balances experimentation with operational rigor and a high bar for quality.

• Serve as a trusted advisor to Sales, Marketing, Product, and Operations, representing the voice of the field and positioning enablement as a force multiplier for business outcomes.

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, Minnesota, Nevada, Ohio, Rhode Island, and Vermont 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.

Who you are

• 10 to 14+ years in Sales Enablement, Strategy, or a related field, with 5+ years leading high-performing teams in technology, SaaS, or marketplace environments.

• Proven track record designing and scaling enablement programs that measurably improve sales productivity, adoption, and revenue.

• Direct experience implementing and operationalizing Challenger or a comparable insight-led methodology across sales teams.

• A strong leader of leaders, skilled at influencing senior stakeholders and aligning cross-functional teams around shared priorities.

• Comfortable operating in ambiguity, with a track record of moving complex, matrixed initiatives forward with clarity and conviction.

• A strategic thinker who can translate business goals into clear enablement roadmaps, prioritizing by impact and effort.

• Highly collaborative, field-centric, and customer-obsessed, passionate about helping both customers and internal teams succeed.

• Curious, solutions-oriented, and committed to continuous improvement for the business, your team, and yourself.

Get to know us

At Zillow, we’re reimagining how people move—through 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 you're working in tech, sales, operations, or design, you’ll be part of a company that's 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 industry—and your career—forward, 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 Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.