SMB Account Executive, Agent Software and Advertising

About the team

The ASA SMB Account Executive team at Zillow focuses on selling Agent Software and Advertising products to real estate agents and small teams, specifically Premier Agent partners. The team operates within the Sales Acquisition organization, specifically under MBP & Showcase. This team values qualities such as ownership, coachability, curiosity, persistence, competitiveness, teamwork, creativity, customer focus, and storytelling ability. The team plays a critical role in driving revenue growth by helping real estate agents understand and adopt Zillow’s software and advertising solutions, making it an exciting opportunity for early career sales professionals with a strategic and customer-focused approach.

About the role

SMB Account Executives with Zillow’s Agent Software and Advertising business will support communicating the value of our various products and services to our real estate agent customers (Premier Agent partners). A successful SMB Account Executive will have full cycle sales experience so that you can effectively create a pipeline from a sales territory who would like to explore new products and services offered by Zillow.

You Will Get To:

• Advise prospective customers on our products, services, and systems to drive revenue growth and help new Premier Agent partners understand how they can benefit. 

• Employ a strategic approach to prospecting, qualifying, presenting, and closing new accounts, informed by a deep understanding of Zillow Group’s products and services. You will make around 50 outbound cold calls daily.  

• Can efficiently and effectively identify a decision maker within your book of business. You accomplish this by uncovering relevant decision criteria and metrics to position value within your virtual sales presentations. 

• Consistently achieve your target quota and key performance indicators (KPIs).

• Ensuring that you have an effective and warm handoff of your Premier Agent partner to the appropriate customer success teams.

• Consistently maintain and understand relevant sales tools, including Salesforce, Salesloft, Gong, Tableau, Sonar, and Microsoft Office. Your accurate tracking of activity information will provide the foundation to effectively manage your Book and provide visibility to Leadership on where they can help. 

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, Massachusetts, Minnesota, Nevada, New Jersey, New York, Rhode Island, Vermont, Washington state, and Washington DC the standard base pay range for this role is $23.50 - $37.50 Hourly. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Nevada, New Jersey, New York, Rhode Island, Vermont, 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

SMB Account Executives with Zillow will operate with high integrity, curiosity, and empathy. You will continuously learn about the real estate industry and what is important to Zillow’s Premier Agent Partners. 

• You have a minimum of two years experience in a full cycle, B2B, sales role, preferably in a complex industry with changing regulatory dynamics or selling a complex product

• Can articulate a compelling value proposition by product / service and overcome objections in client interactions through active listening and problem-solving.

• Have the ability to pitch multiple products to one customer by understanding the prospects' needs (This can be on the same sales call/motion or a secondary upsell motion)

• You understand the importance of a customer pipeline and how the top of the funnel determines your success to hit quota.

• You can assess the health of your customer pipeline to create accurate forecasting for revenue and adjust your strategies accordingly

• Have a track record of strategically managing a large book of business of to achieve a monthly or quarterly quota 

• Is aware of the competitive Real Estat