Principal, Sales Enablement

Zillow

1d•$125,100 - $210,300•Remote

About The Position

At Zillow Home Loans (ZHL), our Sales organization is focused on driving measurable performance, enabling sellers to operate at their full potential, and ensuring every operational and product change translates into real-world results. The Principal, Sales Enablement is a senior individual contributor, responsible for turning strategy into action across the sales organization. The Principal, Sales Enablement, is a force multiplier for the Sales Enablement organization. This role ensures that strategy becomes execution, programs are adopted, and sellers are equipped to succeed. By improving sales effectiveness and driving performance metrics, the Principal helps take the sales organization to the next level and sets the foundation for future growth. Joining this team means stepping into a high-impact, cross-functional role where execution, influence, and measurable results are central to everything we do. This role operates end-to-end; scoping problems, designing solutions, creating enablement content, delivering programs, measuring adoption, and iterating based on results. The Principal partners closely with Sales Leadership, Product, Marketing, Business Operations, and other stakeholders to translate operational and product changes into actionable, high-impact enablement. By improving sales effectiveness and influencing critical performance metrics, this role helps elevate the performance of the sales team and advance the organization’s GTM priorities.

Requirements

10+ years of experience in sales, sales enablement, GTM, operations, or related fields.
Proven track record designing and delivering enablement initiatives that drive measurable sales outcomes.
Demonstrated ability to manage cross-functional initiatives without direct authority.
Deep understanding of sales motions, GTM execution, and performance drivers.
Strategic thinker who can translate high-level business goals into executable programs.
Highly organized with strong project and program management skills.
Excellent written and verbal communication skills, able to influence senior stakeholders.
Data-driven mindset with ability to measure, analyze, and iterate on program outcomes.
Comfortable operating in ambiguity and building scalable solutions.
Trusted partner with executive presence and a bias for action.

Responsibilities

End-to-End Enablement Lead cross-functional enablement initiatives from problem discovery through solution delivery and iteration.
Scope challenges, gather insights, and design high-impact solutions that improve sales performance.
Translate operational and product changes into clear, actionable programs that drive adoption and results.
Sales Effectiveness & Performance Impact Partner with Sales Leadership to identify performance gaps and prioritize initiatives that improve KPIs such as productivity, conversion, cycle time, and seller quality.
Ensure enablement programs are tied directly to measurable business outcomes, not just activity metrics.
Influence sales behaviors and operational execution through thoughtfully designed content and programs.
Cross-Functional Collaboration Partner closely with Product, Marketing, Business Operations, and other stakeholders to align enablement with GTM initiatives.
Serve as the subject-matter expert and trusted advisor for sales process, operational, and product changes.
Maintain strong feedback loops to ensure programs are relevant, scalable, and high-impact.
Content & Delivery Design, develop, and deliver high-quality enablement content, including playbooks, guides, frameworks, and workshops.
Lead live and virtual sessions, coaching managers and sellers on adoption of new processes and tools.
Pilot and iterate on new approaches to maximize learning, adoption, and behavioral change.
Measurement & Iteration Define success metrics and measure program effectiveness using quantitative and qualitative data.
Analyze adoption and performance trends to provide insights and recommendations to leadership.
Continuously iterate programs to increase effectiveness, scalability, and impact.