Strategic Account Executive

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 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 large book of accounts and achieve quota by engaging with multiple stakeholders.
• Drive new enterprise business growth through a proactive hunter mentality, identifying and securing new client opportunities.
• 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. U.S. employees may live in any of the 50 United States, with limited exceptions.

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.
• Leverage Challenger and SPIN sales methodologies to uncover buyer needs, educate clients, and build differentiated value.
• Skilled in executing both top-down and bottom-up selling motions, effectively identifying and engaging champions and economic buyers to drive deal momentum and influence outcomes.
• Demonstrate a proactive, hunter-oriented sales approach, driving outbound prospecting to create and develop new opportunities and pipeline.
• Proven track record of strategically managing a large book of accounts to achieve a monthly or quarterly quota.
• Experience achieving higher quotas 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 (New England or Central Region).
• 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.

Key skills/competency

• Strategic Sales
• Account Management
• B2B Sales
• Quota Attainment
• Challenger Sales
• SPIN Selling
• CRM Proficiency
• Outbound Prospecting
• Client Relationship Management
• Real Estate Industry Knowledge