Mid-Market Account Executive, Agent Software and Advertising - Northeast Region

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

We are seeking an experienced Mid-Market Account Executive who excels in managing a dynamic book of business, driving predictable revenue performance, and navigating complex customer needs. This role requires someone who combines consultative selling skills with strong territory strategy, exceptional pipeline generation discipline, and a growth mindset. You will operate as a trusted advisor to prospects and customers—leveraging discovery frameworks, market insight, customer stories, and strong deal planning to guide buyers to clear, value-aligned decisions. Your ability to own outcomes, embrace change, and model operational rigor will directly contribute to team performance and long-term customer success.

You Will Get To:

• Manage a book of 500+ accounts and consistently achieve monthly/quarterly quotas.
• Build and maintain strong pipeline coverage through outbound prospecting, referrals, and territory plays.
• Enter every conversation with a clear POV and use structured discovery to uncover pain, decision criteria, and business outcomes.
• Partner across the customer lifecycle to improve activation, minimize churn, and identify expansion opportunities.
• Maintain high CRM accuracy and use tools like Gong/Tableau to strengthen deal strategy.
• Deliver accurate forecasts, surface risk early, and maintain multiple paths to quota.
• Model ownership, adaptability, and a collaborative mindset—seeking feedback, embracing change, and contributing to team excellence.

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, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $32.60 - $52.00 hourly. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont the standard base pay range for this role is $31.00 - $49.40 hourly. The base pay range is specific to these locations 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, with the ability to translate complex challenges into actionable recommendations.
• Curious, coachable, and adaptable, embracing feedback and organizational change with positivity.
• Disciplined and organized, with strong attention to detail and operational rigor.
• Customer-focused, able to build trust, uncover true needs, and deliver insights tailored to each stakeholder’s priorities.
• A compelling communicator and storyteller, skilled at using data and customer narratives to influence decisions.
• Persistent yet collaborative, balancing grit with strong partnership and team alignment.

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 experience using structured sales methodologies (e.g., Challenger, SPIN Selling) to qualify opportunities, maintain pipeline discipline, and deliver consistent, predictable results.
• Proven track record of strategically managing a book of business of 500+ accounts to achieve a monthly or quarterly quota.
• Proven track record of sales success in a frontline quota carrying role.
• Demonstrates strong expertise in cold calling and outbound prospecting, effectively engaging new prospects and converting early-stage outreach into qualified opportunities.
• 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 virtually & in-person and managing a presentation with executives, including team selling with colleagues.
• Ability to travel 10 - 15% of the time.
• Experience carrying a $1M+ annual quota through selling multiple products.

Preferred Qualifications:

• Advanced knowledge of using CRM and sales tools effectively.
• Experienced selling to Real Estate professionals including Agents, Brokers, Owners and Team Leads
• Northeast based candidates only

Get to know us

At Zillow, we’re reimagining how people move—through the real estate market and through their careers. As the most-visited real estate platform in the U.S., we help customers navigate buying, selling, financing and renting with greater ease and confidence. Whether you're working in tech, sales, operations, or design, you’ll be part of a company that's reshaping an industry and helping more people make home a reality. Zillow is honored to be recognized among the best workplaces in the country. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2025, and included on the PEOPLE Companies That Care® 2025 list, reflecting our commitment to creating an innovative, inclusive, and engaging culture where employees are empowered to grow. No matter where you sit in the organization, your work will help drive innovation, support our customers, and move the industry—and your career—forward, together. 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. Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Key skills/competency

• Account Management
• Sales Quotas
• Pipeline Generation
• CRM Software
• B2B Sales
• Consultative Selling
• Outbound Prospecting
• Territory Strategy
• Forecasting
• Customer Success