Director, GTM Enablement

About the team The 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 d ... (truncated, view full listing at source)