Principal Product Manager, Sales Tools

📋 Description

• • As a Principal Product Manager for Sales Tools at Zillow Group, you will be instrumental in shaping the future of our sales operations by owning the end-to-end roadmap for the sales tooling ecosystem. This pivotal role involves transforming Zillow’s rich data into actionable insights that empower our sales teams and partners, driving engagement and revenue across the Zillow Rentals marketplace.
• • You will be responsible for the strategic direction and execution of tools that enhance the entire sales lifecycle, from initial lead generation through to post-close partner success. This includes developing and refining capabilities that convert raw data into customer-facing insights, covering critical areas such as market trends, occupancy rates, and renter behavior, thereby enabling sales professionals to conduct more informed and consultative conversations.
• • A key aspect of this role is leading the charge in AI and automation for sales workflows. You will explore and integrate cutting-edge technologies like Generative AI and predictive analytics to deliver “next best action” recommendations, helping sales teams to more effectively prioritize high-value opportunities and optimize their efforts.
• • You will define and implement a strategic buy-versus-build approach for the sales technology stack. This will involve conducting thorough technical and financial assessments to determine the most effective path forward, whether that means developing proprietary capabilities in-house or integrating best-in-class third-party B2B SaaS solutions.
• • Collaboration is central to this position. You will work closely with cross-functional teams including Engineering, Data Science, Sales Operations, Sales, Marketing, and Training to design, build, launch, and continuously iterate on tools that support critical sales functions such as prospecting, customer engagement, and churn prevention.
• • A data-driven, user-centric methodology will guide your product evaluations. You will be tasked with testing hypotheses, analyzing product performance, and scaling successful initiatives that deliver tangible, measurable impact for both the Sales team and Zillow’s partners.
• • You will be expected to conduct in-depth analyses of current sales processes to identify and prioritize opportunities for enhancing efficiency and effectiveness. Leading cross-functional teams to implement these improvements will be a core responsibility.
• • Operating within a fully remote, fast-paced environment, you will need to excel at driving alignment across a diverse range of stakeholders. Maintaining a responsive roadmap that adapts to evolving rentals industry trends and market dynamics will be crucial.
• • This role offers significant visibility within Zillow Rentals and is critical to defining and delivering solutions that empower our Sales teams to create data-driven, consultative experiences for customers.
• • You will partner closely with leaders and teams across Zillow to align on a compelling vision for sales tools and ensure the delivery of measurable business impact.
• • The ideal candidate will possess extensive experience working with B2B sales teams and a proven track record of building tools or capabilities that demonstrably improve sales productivity and effectiveness.
• • A deep understanding of the capabilities and limitations of AI in B2B sales, along with the ability to thoughtfully apply ML/AI to real-world sales workflows, is essential.
• • You will leverage your sharp analytical mindset and modeling skills to make timely, data-driven recommendations and provide clarity to your teams and partners.
• • As an outstanding collaborator, you will lead product development across cross-functional teams in an agile, fast-paced environment, often influencing without direct authority.
• • Comfort with ambiguity and diverse perspectives is key, enabling you to synthesize inputs into actionable recommendations that drive partner impact.
• • A passion for storytelling with data and equipping sales and partner-facing teams with insights for compelling, consultative conversations will be a significant asset.
• • You will manage your time and priorities effectively across multiple complex initiatives, thriving in a distributed, remote work setting.
• • Experience in B2B enterprise environments and a solid understanding of what is required to enable sustainable growth are highly valued.
• • Zillow Group is committed to fostering an inclusive, innovative environment. We encourage candidates with transferable skills and experiences, even if they don't meet every single qualification, to apply.