Mid-Market Account Executive, Agent Software and Advertising

About the team

The 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 seasoned sales professionals who excel in managing a book of business and achieving quotas. They will focus on understanding and addressing larger business needs, challenges, and opportunities. They will be responsible for building and maintaining a robust pipeline, engaging with decision-makers, and ensuring high activation and implementation rates. Their expertise will help drive business transformation and achieve significant sales growth.

You Will Get To:

• Strategically manage a book of business of 250+ accounts to achieve a quarterly quota with monthly expectations.

• Achieve a higher quota from fewer accounts by going deeper into each account to understand the prospect’s larger business needs, challenges, and opportunities.

• Enter every prospect conversation with a recommendation that helps guide discovery questions, shared customer stories, and value proposition.

• Identify decision makers, uncover decision criteria and metrics, and connect solutions to the most pressing problems.

• Engage internal executive sponsorship on accounts and leverage it before it is needed.

• Maintain up-to-date sales tools, including CRM and engagement tools, with accurate activity information including accurate forecasting

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 $31.80 - $50.80 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

• Solution-oriented, offering creative and actionable solutions to challenges.

• Coachable, curious, and eager to learn and grow in a dynamic environment.

• Persistent and driven, balancing grit with a collaborative team spirit.

• Customer-focused and empathetic, building strong, meaningful relationships.

• A strong storyteller who uses data to align solutions with customer needs.

Qualifications:

• Minimum of three years of 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 business of 250+ accounts to achieve a monthly or quarterly quota.

• Experience successfully achieving a higher quota from longer sales cycle accounts by keeping a diverse pipeline of prospects that are larger deals.

• Tech-savvy and proficient in leveraging CRM and engagement tools to optimize workflows

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

• Ability to travel 15-20% of the time

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

Preferred Qualifications:

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

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