Strategic Account Executive

About the teamThe ASA (Agent Software and Advertising) organization at Zillow is a dynamic and collaborative team dedicated to empowering real estate professionals with the tools and resources they need to succeed. We focus on developing and promoting innovative marketing, sales, and productivity solutions, including our flagship Showcase and Premier Agent buyer leads products. We work closely with our clients to understand their unique needs and ensure the successful adoption and utilization of our solutions, ultimately driving the growth and profitability of their businesses.

About the role

This role is for senior sales professionals who have proven their ability to become experts in an industry and are able to confidently present as a trusted advisor during the sales cycle. They specialize in managing a focused portfolio of high-value accounts, achieving quotas by building deeper relationships and understanding each account's unique business needs. This allows them to uncover multiple opportunities to address their most pressing challenges. These professionals will develop and implement a highly customized sales strategy for managing complex sales cycles involving multiple stakeholders and product areas.

You Will Get To:

• Manage a small book of accounts and achieve quota by engaging with multiple stakeholders.

• Develop and implement ‘land and expand’ strategies to expand the revenue opportunity of their book of business.

• Provide strong handoff experiences and collaborate with internal teams such as Product and Support.

• Handle complex escalations and custom business or product requirements.

• Articulate products and services and determine qualified prospects with a high activation and implementation rate.

• Communicate the value of Zillow’s products and services to real estate agent customers.

• Operate with high integrity, curiosity, and empathy, continuously learning about the real estate industry.

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, Colorado, Connecticut, Hawaii, Illinois, Maryland, Minnesota, Nevada, New York, Washington state, and Washington DC the standard base pay range for this role is $38.10 - $60.90 Hourly. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Minnesota, Nevada, New York, Washington state, and Washington DC and may not be applicable to other locations.

In addition to a competitive base pay, employees in this role are eligible for incentive compensation and equity awards. Actual amounts will vary depending on experience, performance and location.

Who you are

• Strategic innovator with a forward-thinking approach, adept at identifying and maximizing new opportunities to drive client success and business growth.

• Solution-oriented leader, offering creative and actionable solutions to complex challenges, demonstrating a deep understanding of the industry and client needs.

• Quota achiever with a track record of consistently meeting and exceeding quotas, applying expertise to manage a focused portfolio of high-value accounts.

• Data-driven storyteller with ability to craft compelling narratives and aligning solutions with their immediate and long-term needs.

• Relationship builder with ability to create strong, meaningful relationships with clients and internal teams, ensuring seamless collaboration and handoffs.

• Curious, coachable, and eager to learn and grow in a dynamic environment, continuously seeking knowledge about the industry and emerging trends.

• Tenacious and motivated, combining determination with a cooperative team approach to achieve outstanding outcomes.

• Trusted advisor, confidently demonstrating industry expertise to guide clients through complex sales processes and business transformations.

Qualifications

• Minimum of four years experience in a full cycle, B2B sales role, preferably in a complex industry with changing regulatory dynamics or selling a complex product.

• Proven track record of strategically managing a book of 30+ accounts to achieve a monthly or quarterly quota.

• Experience achieving higher quotas from fewer accounts by understanding larger business needs and selling business transformations.

• Consistently achieve quota and accurately forecast monthly/quarterly quota attainment.

• Proficiency in using data and analytics to advise decision-making and demonstrate value to clients.

• Ability to track and forecast account performance effectively.

• Experience selling in-person and managing a presentation with executives, including team selling with colleagues

• Ability to travel 25-40% of the time

• Experience carrying a $1M+ annual quota through selling multiple products

Preferred Qualifications:

• Experience in selling complex products and/or a multi-product platform at a technology company to mid size businesses with multi-stakeholders involved in the sales process, experience and knowledge of the real estate industry is a plus

• Advanced knowledge of using CRM and sales tools effectively

• Experience creating Territory Plans, Account Plans, and Opportunity Plans to prioritize focus and engage with prospects effectively

Get to know us

Zillow is reimagining real estate to make home a reality for more and more people.

As the most-visited real estate website in the United States, Zillow® and its affiliates help movers find and win their home through digital solutions, first class partners, and easier buying, selling, financing and renting experiences. Millions of people visit Zillow Group sites every month to start their home search, and now they can rely on Zillow to help make it easier to move. The work we do helps people get home and no matter what job you're in, you will play a critical role in making home a reality for more and more people.

Our efforts to streamline the real estate transaction are supported by a deep-rooted culture of innovation, our passion to redefine the employee experience, a fundamental commitment to Equity and Belonging, and world-class benefits. These benefits include comprehensive medical, dental, vision, life, and disability coverages as well as parental leave, family benefits, retirement contributions, and paid time off. We’re also setting the standard for work experiences of the future, where our employees are supported in doing their best work and living a flexible, well-balanced life. But don’t just take our word for it. Read recent reviews on Glassdoor and recent recognition from multiple organizations, including: the 100 Best Companies to Work For, Glassdoor Employees’ Choice Award, Bloomberg Gender-Equality Index, Human Rights Campaign (HRC) Corporate Equity Index, and TIME 100 Most Influential Companies list.

Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please contact your recruiter directly.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local law.

Applicants who receive job offers from Zillow Group will be asked to sign a Proprietary Rights Agreement which includes confidentiality, intellectual property assignment, customer and employee non-solicitation, and non-competition provisions. If you are contacted for a role at Zillow Group and wish to review a copy of the Proprietary Rights Agreement prior to receiving an offer, you may request a copy from your Recruiter.