Senior GTM Process Architect
About the teamZillow's Agent Sales organization helps real estate professionals succeed with the solutions and technology they need in a dynamic market. The Revenue Strategy & Operations team is the strategy and execution engine behind that work, building AI-powered capabilities, scalable systems, and operating models that let Zillow's go-to-market teams grow without friction.The GTM Productivity function operates across three focused pillars: GTM Systems, GTM Governance & Deal Operations, and Process Architecture. This role leads Process Architecture, the upstream design work that the other two pillars depend on to build, integrate, and govern effectively.About the roleWe'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.This is not a Salesforce admin or hands-on engineer role. System builds and integrations sit with GTM product and engineering teams. But you bring enough technical fluency to design processes that are practical to build, speak credibly with engineers and product managers about trade-offs, and ensure your process designs survive contact with the real technology stack.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.What You'll OwnGTM Process DesignOwn 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.Seller Productivity & OutcomesDefine non-selling time per rep as the north-star metric, every design decision is evaluated against whether it reduces admin burden or eliminates a manual step.Design lightweight KPIs and leading indicators for each workflow, partnering with BI to surface them in existing dashboards rather than creating new reporting infrastructure.Run regular workflow-health reviews with Sales and CS field teams to catch adoption breakdowns or process drift before they become systemic.Cross-Team PartnershipServe as the upstream design partner for the techni...