Senior GTM Process Architect

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. 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.

Responsibilities

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; Define non-selling time per rep as the north-star metric; Design lightweight KPIs and leading indicators for each workflow; Run regular workflow-health reviews with Sales and CS field teams; Serve as the upstream design partner for the technical team, producing implementation-ready specs; Coordinate with Governance & Deal Ops to ensure process designs include the right control points; Partner with Product and Engineering at the design stage; Drive change management for process launches in partnership with Enablement

Requirements

5 - 8 years in Revenue Operations, Sales Operations with a process and systems design role within a SaaS or technology company; Exposure to AI or automation tools in a GTM context; Track record of designing GTM workflows that shipped and were adopted; Working knowledge of Salesforce architecture: objects, relationships, record types, flows, and automation logic; Experience translating process designs into business requirements that CRM admins, product and engineers could act on directly; Familiarity with the broader GTM tech stack (Gainsight, Outreach, Salesloft, Gong, Highspot) at a workflow level; Systems thinking: understand how upstream process changes ripple into data quality, reporting, and rep behavior; Data fluency: comfortable with SQL or BI tools (Tableau, Looker) to validate workflow data quality and measure adoption; Structured communicator: produce a one-page swim-lane that a VP of Sales immediately understands and a Salesforce architect can implement; Comfortable operating at the boundary between strategy and execution

Benefits

Equity awards; Remote work from location of choice