Principal GTM Program Manager

Overview

Leads high-impact, cross-functional GTM programs critical to Zillow's strategic goals, shaping program strategy, governance, and execution across multiple teams within the Revenue Strategy & Operations organization for Agent Sales.

What you'll do

• Own high priority cross-functional programs end to end inside a direct B2B sales org, from diagnosing what is broken through building the framework and driving the outcome
• Partner directly with Sales leaders as primary day to day stakeholders to diagnose business performance problems, define the path forward, and drive GTM strategy and execution
• Establish and lead program governance including cadence, decision forums, risk and issue management, and change control, enabling timely trade-offs and data-driven decisions with senior leaders and cross-functional stakeholders
• Anticipate and resolve cross-team risks, constraints, and escalations using structured analysis and scenario planning to recommend path-forward options and maintain delivery predictability
• Build and maintain transparent program communications including executive-ready updates, status reports, and visualizations that highlight progress, risks, and business impact for diverse audiences
• Champion continuous improvement by standardizing program management practices, tools, and templates; coach other program and project managers in best practices
• Use quantitative and qualitative insights to evaluate program outcomes against objectives, identify optimization opportunities, and inform future strategy, backlog, and investment decisions

What you'll need

• 10+ years of progressive experience leading complex cross-functional GTM programs
• At least 4 years embedded inside a direct B2B sales organization partnering with VP of Sales, sales directors, or CRO level leaders as primary day to day stakeholders
• Background in enterprise SaaS, digital advertising, marketplace, or technology companies with a direct B2B sales motion
• Demonstrated success owning end-to-end delivery for multi-stakeholder initiatives such as platform, data, or enterprise process transformations, including roadmap integration, dependency management, and benefits realization
• Proven experience influencing and partnering with senior leaders and diverse functional teams to align priorities, resolve conflicts, and drive decisions in ambiguous, fast-changing environments
• Experience implementing or improving program management practices such as governance models, portfolio reporting, or standardized tooling to increase efficiency, transparency, and scalability
• Comfortable pulling and interpreting data directly to pressure-test recommendations and drive decisions

Details

• Remote position; employees work from a physical location of their choice that must be identified to the Company
• U.S. employees may live in any of the 50 United States, with limited exceptions
• Equity awards eligible based on experience, performance and location