Hiring: Senior GTM Process Architect Company: Zillow Location: United States Job Posted Time: 2026-09-12 10:17:21 Employment Type: Remote Target Skills & Keywords : SQL, SaaS, Salesforce, Systems Design About the job Experience: •5 - 8 years in Revenue Operations, Sales Operations with a process and systems design role within a SaaS or technology company. •8 years in Revenue Operations, Sales Operations with a process and systems design role within a SaaS or technology company. Required Skills: •We're seeking a singular authority on GTM process architecture reporting to the Director of GTM Productivity. You will define how Zillow's sales and customer success workflows operate, set the design standards that GTM Systems builds to, and own the process blueprint that governs how work flows across the entire GTM motion. •Your output is the authoritative process blueprint: swim-lane designs, decision trees, workflow specs, and implementation requirements that are practical to build, easy to adopt, and directly tied to seller productivity outcomes. There is no peer in this function; you set the standard. •GTM Process Design •Own the design of core sales workflows, lead routing, opportunity type and progression, pipeline hygiene, activity capture, and the handoff from Sales to Customer Success. •Map the full current-state lead-to-close journey, identifying friction points, redundant steps, manual workarounds, and automation opportunities. •Define future-state process blueprints: swim-lane diagrams, decision trees, exception paths, and field-level data standards ready for implement. •Maintain a prioritized process improvement roadmap sequenced by seller impact and implementation feasibility. •Own the intake and triage of process-change requests from Sales, CS, and Enablement, translating field feedback into scoped design problems. Qualifications: •Exposure to AI or automation tools in a GTM context, you've thought about where AI outputs belong in a rep workflow, not just that AI exists. •A track record of designing GTM workflows that shipped and were adopted, you've seen your blueprints go live and measured what happened afterward. •Solid functional working knowledge of Salesforce architecture: objects, relationships, record types, flows, and automation logic, well enough to design for the platform without being the one to build on it. •Operational familiarity with the broader GTM tech stack (Gainsight, Outreach, Salesloft, Gong, Highspot) at a workflow level: how reps use these tools day-to-day and how data moves between them. •Systems thinking: you understand how upstream process changes ripple into data quality, reporting, and rep behavior, and you design to minimize unintended consequences. •Data fluency: comfortable with SQL or BI tools (Tableau, Looker) to validate workflow data quality and measure adoption. •Structured communicator: you produce a one-page swim-lane that a VP of Sales immediately understands and a Salesforce architect can implement — same document, two audiences. •Comfortable operating at the boundary between strategy and execution, you hold the design standard without being precious when field reality requires pragmatism. •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. Compensation: •Flexible work environment (work from home / hybrid options) Interested candidates, please apply directly through the job posting on company's career page or try via AI auto apply on this platform. Don't miss this opportunity to join a forward-thinking team!